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1、国际商务谈判 词汇整理Chapter 1 Bargaining讨价还价: competitive, win-lose situations; Negotiation谈判: win-win situations; Intangibles无形因素: intangible factors are the underlying psychological motivations that may directly or indirectly influence the parties during a negotiation; Interdependent相互依赖: when the parties
2、depend on each other to achieve their own preferred outcome they are interdependent; Independent parties独立各方: Independent parties are able to meet their own needs without the help of others; they can be relatively detached, indifferent and uninvolved with others; Dependent parties完全依赖各方 : Dependent
3、parties must rely on others for what they need since they need the help, benevolence, or cooperation of the other, the dependent party must accept and accommodate to that providers whims and idiosyncrasies; Competitive situation竞争性情形: when the goals of two or more people are interconnected so that o
4、nly one can achieve the goal, this is competitive situation, also known as a zero-sum or distributive situation，in which “individuals are so linked together that there is a negative correlation between their goal attainments”; Mutual-gains situation相互获益情形: When parties goals are linked so that one p
5、ersons goal achievement helps others to achieve their goals, it is a mutual-gains situation, also known as a non-sum or integrative situation; BATNA(达成谈判协议的最佳选择) an acronym for best alternative to a negotiated agreement; The dilemma of honesty诚实困境: it concerns how much of the truth to tell the other
6、 party; The dilemma of trust信任困境: it concerns how much should negotiators believe what the other party tells them; Distributive bargaining分配式谈判: accepts the fact that there can only be one winner given the situation and pursues a course of action to be that winner; Integrative bargaining共赢争价: attemp
7、ts to find solutions so both parties can do well and achieve their goals; Claim value主张价值: to do whatever is necessary to claim the reward, gain the lions share, or gain the largest piece possible; Create value创造价值: to find a way for all parties to meet their objectives, either by identifying more r
8、esources or finding unique ways to share and coordinate the use of existing resources; Conflict冲突: a potential consequence of interdependent relationships is conflict. Conflict may be defined as a “sharp disagreement or opposition, as of interests, ideas, etc.” and includes “the perceived divergence
9、 of interest, or a belief that the parties current aspirations cannot be achieved simultaneously”. Contending争夺战略: actors pursuing the contending strategy pursue their own outcomes strongly and show little concern for whether the other party obtains his or her desired outcomes; Yielding屈服战略: actors
10、pursuing the yielding strategy show little interest or concern in whether they attain their own outcomes, but they are quite interested in whether the other party attains his or her outcomes; Inaction不作为战略: actors pursuing the inaction strategy show little interest in whether they attain their own o
11、ut-comes, as well as little concern about the other party obtains his or her outcomes; Problem solving解决问题战略: actors pursuing the problem solving strategy show high concern for attaining their own outcomes and high concern for whether the other Chapter 2 target point(目标点): the point at which negotia
12、tor would like to conclude negotiations resistance point(拒绝点): a negotiators bottom line, the most the buyer will pay or the smallest amount the seller will settle for asking price(要价，索价):the initial price set by the seller initial offer(最初报价):the first number the buyer will quote to the seller barg
13、aining range/settlement range/zone of potential agreement(谈判空间):the spread between the resistance points a negative bargaining range(消极的谈判空间):the sellers resistance point is above the buyers, and the buyer wont pay more than the seller will minimally accept a positive bargaining range(积极的谈判空间):the b
14、uyers resistance is above the the sellers, and the buyer minimally willing to pay more than the seller is minimally willing to sell for bargaining mix(谈判组合):the package of issues for negotiation indirect assessment(间接估计):determining what information an individual likely used to set target and resist
15、ance point and how he or she interpreted this information selective presentation(选择性表述):negotiators reveal only the facts necessary to support their case commitment(承诺):the taking of a bargaining position with some explicit of implicit pledge regarding the future course of action Chapter 3 Pareto ef
16、ficient frontier(帕累托有效边界):the claiming value line is pushed towards the upper right-hand side to the fullest extent possible by creating value, and the line is called the Pareto efficient frontier common goal(共同目标):the goal that all parties share equally, each one benefiting in a way that would not
17、be possible if they did not work together shared goal(共享目标):the goal that both parties work toward but that benefits each party differently joint goal(联合目标):the goal that involves individuals with different personal goals agreeing to combine them in a collective effort Chapter 4 Strategy：the pattern
18、 of plan that integrates an organizations major targets, policies, and action sequences into a cohesive whole. Preparation: deciding what is important, defining goals, thinking ahead how to work together with the other party. Relationship building: getting to know the other party, understanding how
19、you and the other are similar and different, and building commitment toward achieving a mutually beneficial set of outcomes. Information suing(使用信息): learning what you need to know about the issues, about the other party and their needs, about the feasibility of possible settlements, and about what
20、might happen if you fail to reach agreement with the other side. Bidding(竞标): the process of making moves from ones initial, ideal position to the actual outcome. Closing the deal(结束谈判): the objective of this stage is to build commitment to the agreement achieved in the previous phase. Both the nego
21、tiator and the other party have to assure themselves that they reached a deal they can be happy with, or at least accept. Implementing the agreement(履行协议): determining who needs to do what once the agreement is reached. Negotiators dilemma(谈判者的困境): the choice of whether to pursue a claiming value st
22、rategy is described as the “negotiators dilemma”. Positions: an opening bid or a target point Substantive interests(实质性的利益): directly related to the focal issues under negotiation Process-based interests(基于谈判过程的利益): related to how the negotiators behave as they negotiate Relationship-based interests
23、(基于双方关系的利益): tied to the current or desired future relationship between the parties. Resistance point(拒绝点): a resistance point is the place where you decide that you should absolutely stop the negotiation rather than continue because any settlement beyond this point is not minimally acceptable. Alte
24、rnatives(可替代的选择): other agreements negotiators could achieve and still meet their needs. Target point(目标点): one realistically expects to achieve a settlement and the asking price, representing the best deal one can hope to achieve. Chapter 5 Perception(感知): The process by which individuals connect t
25、o their environment; the process of screening, selecting, and interpreting stimuli so that they have meaning to the individual. Stereotypes(心理定势): is a very common distortion of the perceptual process. It occurs when one individual assigns attributes to another solely on the basis of the others memb
26、ership in a particular social or demographic category. Halo effects(晕轮效应): rather than using a persons group membership as a basis for classification, however, halo effects occur when people generalize about a variety of attributes based on the knowledge of one attribute of an individual. Selective
27、perception(选择性感知): When the perceiver singles out certain information that supports a prior belief and filters out information that does not confirm that belief. Projection(投射效应): When people assign to others the characteristics or feelings that they possess themselves. A frame(框架): The subjective m
28、echanism through which people evaluate and make sense out of situations, leading them to pursue or avoid subsequent actions. Framing(制定框架): About focusing, shaping, and orgnizing the world around us - making sense of a complex reality and defining it in terms that are meaningful to us. Substantive f
29、rame(实质型框架): What the conflict is about. Outcome frame(结果型框架): A partys predisposition to achieving a specific result or outcome from the negotiation. Aspiration frame(抱负型框架): A predisposition toward satisfying a broader set of interests or needs in negotiation. Process frame(过程型框架): How the parties
30、 will go about resolving their disputes. Identity frame(识别型框架): How the parties define “who they are”. Characterization frame(描述型框架): how the parties define the other parties. Loss-gain frame(输-赢型框架): how the parties define the risk or reward associated with particular outcomes. Escalation of commit
31、ment(承诺的扩大): The tendency for an individual to make decisions that stick with a failing course of action. Mythical fixed-pie beliefs(固定蛋糕观念): those who believe in the mythical fixed-pie assume there is no possibility for integrative settlements and mutually beneficial trade-offs, and they suppress e
32、fforts to search for them. Anchoring and adjustment(基准调节): cognitive biases in anchoring and adjustment are related to the effect of the standard (or anchor) against which subsequent adjustments are made during negotiation. Issue framing and risk(谈判框架的制定方式与风险): the way a negotiation is framed can ma
33、ke negotiators more or less risk averse or risk seeking. Availability of information(信用的可用性): in negotiation, the availability bias operates when information that is presented in vivid, colorful, or attention-getting ways becomes easy to recall, and thus also becomes central and critical in evaluati
34、ng events and options. The winners curse(赢家的诅咒): the tendency of negotiators, particularly in an auction setting, to settle quickly on an item and then subsequently feel discomfort about a negotiation win that comes too easily. Overconfidence(自负): the tendency of negotiators to believe that their ab
35、ility to be correct or accurate is greater than is actually true. The law of small numbers(小数法则): in decision theory, the law of small numbers refers to the tendency of people to draw conclusions from sample sizes. In negotiation, the law of small numbers applies to the way negotiator learn and extr
36、apolate from their own experience. Self-serving biases(感知错误): The tendency to overestimate the causal role of personal or internal factors and underestimate the causal role of situational or external factors, when explaining another persons behavior. Endowment effect(捐赠效应): The tendency to overvalue
37、 something you own or believe you possess. Reactive devaluation(缺乏考虑): The process of devaluing the other partys concessions simply because the other party made them. Chapter 6 Encoding(编码)：is the process by which messages are put into symbolic form. Channels(渠道)：are the conduits by which messages a
38、re carried from one party to another. Decoding(解码)：is the process of translating messages from their symbolic form into a form that makes sense. Meanings(含义)：are the facts, ideas, feelings, reactions, or thoughts that exist within individuals and act as a set of filters for interpreting the decoded
39、messages. Feedback(反馈)：is the process by which the receiver reacts to the senders message. Temporal synchrony bias(时间同步偏差): is the tendency for negotiators to behave as if they are in synchronous situation when they are not. Burned bridge bias(烧毁的桥梁偏差)：is the tendency for individuals to employ risky
40、 behavior during e-mail negotiations that they could not use during a face-to-face encounter. Squeaky wheel bias(吱吱响的车轮偏差)：is the tendency for e-mail negotiators to use a negative emotional style to achieve their goals. Sinister attribution bias(险恶的归因偏差) occurs when one mistakenly assumes that anoth
41、ers behavior is caused by personality flaws, while overlooking the role of situational factors. Chapter 7 Power：in negotiation, power means the capabilities negotiators can assemble to give themselves an advantage or increase the probability of achieving their objectives. Power in action(行动中的权力)：is
42、the actual messages and tactics an individual undertakes in order to change the attitudes and/or behaviors of others. Expert power(专家权力)：derived from having unique, in-depth information about a subject. Reward power(奖赏权力)：derived by being able to reward others for doing what needs to be done. Coerci
43、ve power(强制权力)：derived by being able to punish others for not doing what needs to be done. Legitimate power(法律权力)：derived from holding an office or formal title in some organization and using the powers that are associated with that office(e.g. a vice president or director) Referent power(参照权力)：deri
44、ved from the respect or admiration one command because of attributes like personality, integrity, interpersonal style, and the like. Information power(信息权力)：is derived from the negotiators ability to assemble and organize facts and data to support his or her position, arguments, or desired outcomes.
45、 Chapter 8 Central route (中央路径)：occurs when motivation and ability to scrutinize issue-relevant arguments are relatively high. Peripheral route (边缘路径): is characterized by subtle cues and context with less cognitive processing of the message Message content(消息内容): when constructing arguments to pers
46、uade the other party ,negotiators need to decide what topics and facts they should include Message components(消息组成): negotiators help the other party understand and accept their big ideas by breaking them into smaller, more understandable pieces One-sided message(单面消息): ignore arguments and opinions
47、 that might support the other partys position Two-sided message(双面消息): ignore the competition , mention and describe the opposing point of view, and then show how and why it is less desirable than the presenters point of view Personal reputation for integrity(个人正直之荣誉): the quality that assures peopl
48、e you can be trusted, you will be honest, and you will do as you say Status differences(地位差异): occupationageeducation levelthe neighborhood where a people lives, dress, type of automobile, and the like Ingratiation(逢迎): enhancing the others self-image or reputation through statements or actions, and
49、 thus enhancing ones own image in the same way Reciprocity(互惠主义): when you receive sth from another person, you should respond in the future with a favor in return Social proof(社会认同) people look to determine the correct response in many situations Scarcity(缺乏): when things are less available, they will have more influence
