国际商务谈判 词汇整理文档格式.docx
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Interdependent相互依赖:
whenthepartiesdependoneachothertoachievetheirownpreferredoutcometheyareinterdependent;
Independentparties独立各方:
Independentpartiesareabletomeettheirownneedswithoutthehelpofothers;
theycanberelativelydetached,indifferentanduninvolvedwithothers;
Dependentparties完全依赖各方:
Dependentpartiesmustrelyonothersforwhattheyneedsincetheyneedthehelp,benevolence,orcooperationoftheother,thedependentpartymustacceptandaccommodatetothatprovider’swhimsandidiosyncrasies;
Competitivesituation竞争性情形:
whenthegoalsoftwoormorepeopleareinterconnectedsothatonlyonecanachievethegoal,thisiscompetitivesituation,alsoknownasazero-sumordistributivesituation,inwhich“individualsaresolinkedtogetherthatthereisanegativecorrelationbetweentheirgoalattainments”;
Mutual-gainssituation相互获益情形:
Whenparties’goalsarelinkedsothatoneperson’sgoalachievementhelpsotherstoachievetheirgoals,itisamutual-gainssituation,alsoknownasanon-sumorintegrativesituation;
BATNA(达成谈判协议的最佳选择)anacronymforbestalternativetoanegotiatedagreement;
Thedilemmaofhonesty诚实困境:
itconcernshowmuchofthetruthtotelltheotherparty;
Thedilemmaoftrust信任困境:
itconcernshowmuchshouldnegotiatorsbelievewhattheotherpartytellsthem;
Distributivebargaining分配式谈判:
acceptsthefactthattherecanonlybeonewinnergiventhesituationandpursuesacourseofactiontobethatwinner;
Integrativebargaining共赢争价:
attemptstofindsolutionssobothpartiescandowellandachievetheirgoals;
Claimvalue主张价值:
todowhateverisnecessarytoclaimthereward,gainthelion’sshare,orgainthelargestpiecepossible;
Createvalue创造价值:
tofindawayforallpartiestomeettheirobjectives,eitherbyidentifyingmoreresourcesorfindinguniquewaystoshareandcoordinatetheuseofexistingresources;
Conflict冲突:
apotentialconsequenceofinterdependentrelationshipsisconflict.Conflictmaybedefinedasa“sharpdisagreementoropposition,asofinterests,ideas,etc.”andincludes“theperceiveddivergenceofinterest,orabeliefthattheparties’currentaspirationscannotbeachievedsimultaneously”.
Contending争夺战略:
actorspursuingthecontendingstrategypursuetheirownoutcomesstronglyandshowlittleconcernforwhethertheotherpartyobtainshisorherdesiredoutcomes;
Yielding屈服战略:
actorspursuingtheyieldingstrategyshowlittleinterestorconcerninwhethertheyattaintheirownoutcomes,buttheyarequiteinterestedinwhethertheotherpartyattainshisorheroutcomes;
Inaction不作为战略:
actorspursuingtheinactionstrategyshowlittleinterestinwhethertheyattaintheirownout-comes,aswellaslittleconcernabouttheotherpartyobtainshisorheroutcomes;
Problemsolving解决问题战略:
actorspursuingtheproblemsolvingstrategyshowhighconcernforattainingtheirownoutcomesandhighconcernforwhethertheother
Chapter2
targetpoint(目标点):
thepointatwhichnegotiatorwouldliketoconcludenegotiations
resistancepoint(拒绝点):
anegotiator’sbottomline,themostthebuyerwillpayorthe
smallestamountthesellerwillsettlefor
askingprice(要价,索价):
theinitialpricesetbytheseller
initialoffer(最初报价):
thefirstnumberthebuyerwillquotetotheseller
bargainingrange/settlementrange/zoneofpotentialagreement(谈判空间):
thespread
betweentheresistancepoints
anegativebargainingrange(消极的谈判空间):
theseller’sresistancepointisabovethe
buyer’s,andthebuyerwon’tpaymorethanthesellerwillminimallyaccept
apositivebargainingrange(积极的谈判空间):
thebuyer’sresistanceisabovethethe
seller’s,andthebuyerminimallywillingtopaymorethanthesellerisminimallywillingto
sellfor
bargainingmix(谈判组合):
thepackageofissuesfornegotiation
indirectassessment(间接估计):
determiningwhatinformationanindividuallikelyusedto
settargetandresistancepointandhowheorsheinterpretedthisinformation
selectivepresentation(选择性表述):
negotiatorsrevealonlythefactsnecessaryto
supporttheircase
commitment(承诺):
thetakingofabargainingpositionwithsomeexplicitofimplicitpledge
regardingthefuturecourseofaction
Chapter3
Paretoefficientfrontier(帕累托有效边界):
theclaimingvaluelineispushedtowardsthe
upperright-handsidetothefullestextentpossiblebycreatingvalue,andthelineiscalled
theParetoefficientfrontier
commongoal(共同目标):
thegoalthatallpartiesshareequally,eachonebenefitingina
waythatwouldnotbepossibleiftheydidnotworktogether
sharedgoal(共享目标):
thegoalthatbothpartiesworktowardbutthatbenefitseachparty
differen