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1、学号： 09425411 常 州 大 学英语专业技能实训外文翻译（2009级）外文题目 Complex Negotiations 译文题目 复杂谈判 外文出处 Bai Yuan, International Business Negotiation M Beijing: Ren Min University of China Press, 2008: 193-202. 学 生 马雯雯 学 院 外国语学院 专 业 班 级 英语（怀）092 校内指导教师 周小川 专业技术职务 二一二年六月Complex NegotiationsComplex Negotiations and their Prop
2、ertiesIn most cases, parties involved in negotiations are only two; however, in some other cases there are three parties or move involves. A negotiation turns into a complex one when the negotiating parties want to bring in a third party or when other parties want to joint the on-going negotiations.
3、 A complex negotiation is so called because it has the following properties.1. A Number of PartiesIn addition to the two parties anticipated first, third parties will join or a coalition of multi-parties will be established. For example, the trade dispute between China and US over intellectual prope
4、rty right protection has been lingering for more than two decades. In April, 2007, US decided to file a complaint to WTO Dispute Settlement Body. Here, US is inviting WTO as a third party. 2. A Number of IssuesInstead of single issue in most distributive negotiations, a number of issues that are rel
5、ated with each other become the focus of negotiation. The increase of the issue requires negotiators to find out what the linkage between several issues is and what trade-off they have to make among different issues. A rural water supply project in China financed by the World Bank involves the World
6、 Bank, the National Development and Reform Commission, the Ministry of Finance, project-related provincial governments and local governments, and project beneficiaries, covering issues like finance, accounting, loan repayment, project design and construction, procurement and tendering, environmental
7、 protection, health education, and so on.3. A Number of InterestsWith more parties and issues brought into the view of the negotiators, more interests will appear. This demands a careful choice of priority among several interests, and skillful management of different parties. In a construction negot
8、iation, the owner of the project will have to talk with the contractors, project designer, material suppliers, banks and other parties. If meeting the time limit of the project is the most important for the owner, on-time allocation of capital, materials and personnel should be secured, which requir
9、es a good coordination among all related parties.4. Different InterestsA complex negotiation can engage all level of interests including private, organizational and national interests. It is quite common that personal negotiators interests differ from party interests, or party interests are differen
10、t from national interests. Different levels of interests contribute greatly to the complexity of negotiations.Involvement of Third Parties1. Instances for the Third Partys Anticipation Third parties frequently become involved in negotiation. They may be called in by one or both sides or imposed by l
11、aw or the terms of a prior contract. They may also intrude themselves, as when a powerful state intervenes in a controversy between two client states that threatens the broader aims of the alliance. Under what circumstances are negotiating parties likely to seek a third partys services and cooperate
12、 with the third party who comes? The following sums up the cases when the desires for a third party increase.(1) When the negotiating party sees himself or herself as weak vis-vis the other party, the third partys joining will strengthen their relative power and confidence. In fact every one hopes t
13、o be backed by a third party, even the party with relatively stronger power. We can observe the phenomenon in our daily life that if we are joined by others in a bitter argument, the balance of power.(2) When the negotiating parties see themselves in a deadlock, for example, the relationship between
14、 two parties, because of poor management of conflicts, deteriorates and becomes deceptive, or communication between the two parties closes, there is the need for a third party to mediate between the two sides. A deadlock is a situation in which both parties are unwilling or unable to make further co
15、ncessions. If a situation that is perceived as a deadlock also embodies high time pressure, the desire for assistance from a third party should be especially strong.(3) A negotiation goes into impasse because both sides are at the end of their resources and there seems no alternative solution availa
16、ble, a third partys participation can bring with it constructive options to the disputes so that the negotiation may continue. The function of the third party in the second situation is to break the ice while in the third situation, the third party involves deeper in the negotiation process by putti
17、ng forward their options.(4) When the progress of negotiation is hindered due to established norms and standards, a third part，usually someone superior such a manager, or a boss, is expected to intervene so that he can give special permission within his authority or reinterpret the regulations.2. Re
18、lation of the Third Party with the Negotiating PartiesThe situations of a third partys participation are various; however, in most cases their participation is because of their direct and indirect relations with the negotiating parties. The relationship of the third party with the negotiating partie
19、s is summed up as the following:(1) A third party may have direct or indirect relations with the negotiating parties, for instance relatives, friends, acquaintances, or higher authorities, coworkers, colleagues, partners, or interest groups.(2) A third party may join the negotiation by invitation fr
20、om either party or without any invitation. The formality of a third partys joining can be formal or informal, either by written form or oral manner. If not invited, the third partys participation is simply out of their own interest, or sympathy, passion or kindness and friendship.(3) A third partys
21、interests and negotiating parties interests can be partially connected or impartially linked. In the case of having a stake in the negotiation, the third party would take side and have bias towards one of the parties. A third party can also keep a neutral position under the condition that he/she is
22、free of self-interest connection with either party.(4) The duration of their involvement can be temporary or permanent. How long will a third party be involved in the negotiation lasts; the relation between the third party and the negotiating parties is conditional or long lasting; the interests of
23、the third party is connected just one time or multi-time connected.3. Third Party CategoryThird party practices can be classified under two headings: process focus and content focus. Process focus stresses on smooth going of negotiation with the help of a third party. To this end, the third party sh
24、ould keep neutral and be impartial in order to produce conditions that will help the bargainers resolve their controversy, or guide the two sides to see each others reasons and finally to the solution of the negotiation. The following mechanisms and tactics can be applied under the heading of proces
25、s focus: being humorous, presence of a third party, arranging a neutral setting for meetings, acting as a target for angry outburst of either party, setting a deadline to create pressure for early settlement, maintaining hope of reaching a solution, improving the attitudes of the parties toward one
26、another, and training bargainers on communication and bargaining skills. In content focus, the third party being more deeply involves in the negotiation generates options, proposes standards, evaluates options and encourages the bargainers to make substantive concessions, and when an agreement is re
27、ached, monitor the implementation of the agreement. It is possible to distinguish five major conditions under which different content mediation techniques are likely to be successful. In condition I, the third party must try to persuade one or both parties that the other cannot be expected to conced
28、e; therefore take active action first. In condition II, the third party must sponsor an exchange of concessions in such a way that neither party looks weak. In condition III, the third party must help one or both parties to consider. In condition IV, the third party must work out a constructive agre
29、ement for the both parties to consider. In condition V, the third party must employ pressure tactics in an effort to reduce one or both parties limits to the point at which there is a mutually acceptable option.Under the two classifications, third parties, according to the degree of their involvemen
30、t in negotiation can be further grouped into five categories (from low to high)：(1) Conciliator. A conciliators role is very simple, just bringing two parties together, which is similar with the function of a go-between or a matchmaker. A firm tabbing into a new market or engaging in foreign investm
31、ent can find a suitable and reliable partner and establish business relations with the help of agents, government institutions and personal relations. Conciliator can also bring two parties in deadlock back to the negotiating table. Commonly, a conciliator knows the two parties and keeps a fairy goo
32、d relation with the two sides or he may simply know the two parties without much contact with them. Anyway he performs his duty once the two sides meet with his assistance.(2) Facilitator. A facilitator is process-focus-oriented. A suitable candidate for a facilitator should be someone who knows the
33、 two parties well, or he is perhaps a friend of both parties so that in negotiation he could keep impartial and neutral. Being a successful facilitator is not an easy job since he has to guide the discussion skillfully to the final solution which is viewed as the resolution reached by the two partie
34、s themselves. The key point to be memorized by a facilitator is “to ask them to do” all necessary steps till the very end of the negotiation(3) Mediator. More than ever before, mediation has become an integral part of resolving disputes in our increasingly contentious society. Being a successful med
35、iator is great challenges to everyone who will be able to navigate around hidden and looming obstacles set by the negotiating parties without hurting either party and meanwhile defend its own interests. Therefore a good mediator should be patient, convincing and even powerful in order to achieve the
36、 purpose of reaching an acceptable solution to the dispute together with the two parties.(4) Executive. An executive will decide and take actions based on his own judgment of the situation when it is necessary for his to interfere in the negotiation, and his decision is in disputant by virtue of his
37、 position and authority. Often an executive will join the talk between the two parties in situations when progress of negotiation is hindered by established regulations and norms, so the anticipation of someone superior can effectively settle the dispute. 复杂谈判复杂谈判以及他们的特性在多数情况下，涉及到的各方谈判只有两种；然而，在某些情况下
38、有三方或者更多方的参与。当谈判双方想要引进第三方时或者其他方希望加入进行的谈判时，谈判就会变得复杂。一个复杂的谈判被如此称呼是因为它具有以下特性。1. 多方参与除了一开始参与的谈判双方，第三方或者更多方将建立联合。例如，中国与美国之间的贸易争端由于知识产权保护的原因一直进行了二十多年。2007年4月，美国决定向世贸组织争端解决机构提出申诉。这里，美国邀请世贸组织作为第三方。2. 多数问题在大多数的分配谈判中，一系列相互联系的问题取代了单个问题成为谈判关注的焦点。不断增加的问题要求谈判者找出这些问题之间的联系以及不同问题之间的权衡。在中国，一个农村洪水项目都是由世界银行资助的，包括世界银行、国家
39、发展和改革委员会、财政部以及与项目相关的省级政府和地方政府、项目受益人，还包括像金融、会计、偿还贷款、工程设计、施工、采购、招标、环保、健康教育等问题。3. 丰厚的收益随着更多方及问题被纳入谈判者的考虑范围之内，更多的利益将会出现。这需要仔细而又优先的选择在一些利益和不同方的熟练管理之间。在一个建筑谈判中，项目的所有者将不得不和承包商、工程设计者、材料供应商、银行和其他方进行对话。如果工程的会议时间限制对所有者很重要，那么准时的资本配置、材料和人员应该固定，这需要在有关各方之间有一个很好的协调。4. 不同的利益一个复杂的谈判可以吸引所有级别的利益，包括私人、组织和国家利益。我们可以常见到个人谈
40、判代表的利益不同于别方的利益，别方的利益不同于国家的利益。不同层次的利益大大有助于谈判的复杂性。待添加的隐藏文字内容3第三方的参与1. 第三方预期的实例第三方经常参与谈判。他们可能会被一方或双方召集，或者在合同的条款之前被法律强加。他们可能也会干扰她们自己，就像一个强大的国家干预两个客户州，由于他们危及到更广泛的联盟目标。在何种情况下，谈判各方可能愿意寻求第三方的服务和第三方的合作？一以下总结了第三方需求增加的情况。（1）当正在进行的谈判方看到自己比另一方脆弱时，第三方的加入会增加他们的相对实力和信心。事实上，每方都希望由第三方，即使那一方的实力相对较强。我们可以在日常生活中看到这种情况，如果
41、我们加入正在激烈争论的其他机构，有了我们的帮助可以改变实力的平衡。（2）当谈判各方认为他们进入一个桎梏中时，例如，双方之间的关系，由于管理不善的冲突及恶化，变成欺骗，或者交流双方陷入僵局时，第三方有必要在两边调停。僵局是指当双方不愿或者没有能力做出进一步让步的情况。如果这种情况被视为僵局也体现了高时间压力，及向第三方强烈渴望援助。（3）一个谈判进入僵局，是因为双方都尽力了和似乎没有可替代的解决方案，第三方的加入能给争论带来建设性的意见以至于谈判可以继续进行。在第二种情况下，第三方的功能是为了打破僵局，而在第三种情况下，第三方更深入加入谈判过程提出他们的选择。（4）当谈判的进步由于建立规范和标准
42、而被阻碍时，第三方，经常是优秀的，如一个经理或者老板，被期望去干预，以便他能给出特别许可在他的权威和重新诠释规定的范围内。2. 第三方与谈判各方的关系第三方加入的情况有很多种；然而，在大多数情况下，他们的加入是由于他们与谈判双方直接和间接的关系。第三方与谈判双方的关系总结如下：（1）第三方可能与谈判双方有着直接或间接的关系，比如亲戚、朋友、熟人或上级、合作人、同事、合作伙伴或者利益集团。（2）第三方可能因为任一方的邀请或没有邀请而加入谈判。这种形式的第三方的加入可以使正式的或者非正式的，要么以书面或口头的形式。如果没有被邀请，第三方的参与只是出于他们自己的利益，或者同情、激情、友善及友谊。（3
43、）第三方的利益和谈判各方的利益可以部分连接或公正的联系。在拥有股权的谈判中，第三方将偏向一方或偏向任一方。第三方也可以保持中立的的立场在这种情况下，他/她是与任何一方利益都无关的。（4）他们的加入可能是短暂的可能是长期的。在谈判中第三方能加入多久？第三方和谈判各方之间的关系是有条件的或者持久的。第三方的利益连接只有一次或者多次。3. 第三方的分类第三方的实践可以分成两个标题：聚焦过程和内容集中。聚焦过程致力于谈判的顺利进行由于第三方的帮助。为此，第三方应该保持中立和公正为了创造条件，为那些能够帮助谈判者解决他们的争论，或者指导双方意识到他们的问题，最终确定谈判的解决方案。以下的机制和策略能够应
44、用在聚焦过程的标题下：变得幽默，第三方的存在，为会议安排了一个中立的设置，作为一种愤怒的目标的任何一方，设定了一个最后期限来创建早期定居点的压力，保持达成解决方案的希望，提高各方对另一方的态度，训练交易者的沟通和谈判技巧。在内容集中上，第三方更加深入的参与谈判的生成选项，提出了标准，评估方法，鼓励交易者做出实质性的让步，当协议达成时，要监控实施协定。不同的内容在中介技术下可能会成功，以此可以区分五个主要的条件。条件一，第三方必须设法说服一方或双方彼此都不可能被期盼让步；因此首先要采取积极的行动。条件二，第三方必须推动交换让步。以这种方式，那么双方都不会弱于一方。条件三，第三方必须帮助一方或双方
45、出谋划策。条件四，第三方必须制定出一个建设性的协议供双方考虑。条件五，第三方必须采取压力政策致力于减少一个或双方的限制点，去制定一个双方都能接受的方式。在两个类别，第三方，根据他们在谈判中参与的程度可以进一步分成五个类别（从低到高）：（1）调解者。一名调解者的角色很简单，只需要带来双方，这种功能就类似于一个中间人或者媒婆。借助于这些机构，政府机构和个人关系，一个公司从选中一个新的市场或从事国外投资可以找到一个合适并且可靠的合作伙伴建立义务关系。调解人也可以将陷入僵局的谈判双方带回到谈判桌上。通常，一个调解者认识双方，并保持一个十分良好的关系，或是他只知道谈判双方与他并没多少联系。无论如何，他执
46、行的职责一旦双方见面就需要他们的援助。（2）主持人。一个主持人是活动过程的只要引导者。.主持人合适的候选者应该是十分熟悉谈判双方的，或是他是他们的朋友之一，这样他就能够在谈判中保持中立于公正。要成为一个成功的主持人并不是个简单的工作，因为它必须有技巧的引导讨论有一个最终的解决方案，必须是双方协议制定的。关键的一点要记住的是“要求他们去做”一切必要的措施直到谈判的结束。（3）调停人。前所未有的，中介已经在我们纠纷日益激化的社会里变成不可分割的一部分。成为一个成功的调停人对每个人来说是个巨大的挑战。他能够操纵那些由谈判者设定的隐藏的，迫在眉睫的障碍，而不伤害任一方并保护了自身的利益。因此，一个好的调停人必须有耐心，有强大的说服力以及为了实现这个让谈判双方得到一个解决纠纷的可接受的方式的目的。（4）执行。当有必要干预谈判时，一位高管将依据自己的判断形势来决定和采取行动。凭着他的职位和权力，他的决定存在着争议。通常当谈判的进程被那些建立的规范和常规阻碍时，一位高管将会加入谈判双方的谈话中。这样，有优秀人士的加入可以更有效地解决争端。
