国际商务谈判 词汇

Chapter1Bargaining讨价还价：competitive,win-losesituations;Negotiation谈判:win-winsituations;Intangibles无形因素：intangiblefactorsaretheunderlyingpsychologicalmotivationsthatmaydirectlyorindirectlyinfluencethepartiesduringanegotiation;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 离婚协议模板下载合伙人协议 下载渠道分销协议免费下载敬业协议下载授课协议下载 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：actorspursuingtheproblemsolvingstrategyshowhighconcernforattainingtheirownoutcomesandhighconcernforwhethertheotherChapter2targetpoint（目标点）：thepointatwhichnegotiatorwouldliketoconcludenegotiationsresistancepoint（拒绝点）:anegotiator'sbottomline,themostthebuyerwillpayorthesmallestamountthesellerwillsettleforaskingprice（要价，索价）:theinitialpricesetbythesellerinitialoffer（最初报价）:thefirstnumberthebuyerwillquotetothesellerbargainingrange/settlementrange/zoneofpotentialagreement（谈判空间）:thespreadbetweentheresistancepointsanegativebargainingrange（消极的谈判空间）:theseller'sresistaneepointisabovethebuyer's,andthebuyerwon'tpaymorethanthesellerwillminimallyaeeeptapositivebargainingrange（积极的谈判空间）:thebuyer'sresistaneeisabovethetheseller's,andthebuyerminimallywillingtopaymorethanthesellerisminimallywillingtosellforbargainingmix（谈判组合）:thepackageofissuesfornegotiationindirectassessment（间接估计）:determiningwhatinformationanindividuallikelyusedtosettargetandresistaneepointandhowheorsheinterpretedthisinformationselectivepresentation（选择性 表 关于同志近三年现实表现材料材料类招标技术评分表图表与交易pdf视力表打印pdf用图表说话 pdf 述）:negotiatorsrevealonlythefactsnecessarytosupporttheircasecommitment（承诺）:thetakingofabargainingpositionwithsomeexplicitofimplicitpledgeregardingthefuturecourseofactionChapter3Paretoefficientfrontier（帕累托有效边界）:theclaimingvaluelineispushedtowardstheupperright-handsidetothefullestextentpossiblebycreatingvalue,andthelineiscalledtheParetoefficientfrontiercommongoal（共同目标）:thegoalthatallpartiesshareequally,eachonebenefitinginawaythatwouldnotbepossibleiftheydidnotworktogethersharedgoal（共享目标）:thegoalthatbothpartiesworktowardbutthatbenefitseachpartydifferentlyjointgoal（联合目标）:thegoalthatinvolvesindividualswithdifferentpersonalgoalsagreeingtocombinetheminacollectiveeffortChapter4Strategy（策略）：thepatternofplanthatintegratesanorganization'smajortargets,policies,andactionsequencesintoacohesivewhole.Preparation（准备工作）:decidingwhatisimportant,defininggoals,thinkingaheadhowtoworktogetherwiththeotherparty.Relationshipbuilding（建立关系）:gettingtoknowtheotherparty,understandinghowyouandtheotheraresimilaranddifferent,andbuildingcommitmenttowardachievingamutuallybeneficialsetofoutcomes.Informationsuing（使用信息）：learningwhatyouneedtoknowabouttheissues,abouttheotherpartyandtheirneeds,aboutthefeasibilityofpossiblesettlements,andaboutwhatmighthappenifyoufailtoreachagreementwiththeotherside.Bidding（竞标）：theprocessofmakingmovesfromone'sinitial,idealpositiontotheactualoutcome.Closingthedeal（结束谈判）：theobjectiveofthisstageistobuildcommitmenttotheagreementachievedinthepreviousphase.Boththenegotiatorandtheotherpartyhavetoassurethemselvesthattheyreachedadealtheycanbehappywith,oratleastaccept.Implementingtheagreement（履行协议）：determiningwhoneedstodowhatoncetheagreementisreached.Negotiator'sdilemma（谈判者的困境）：thechoiceofwhethertopursueaclaimingvaluestrategyisdescribedasthe“negotiator'sdilemma”.Positions（）:anopeningbidoratargetpointSubstantiveinterests（实质性的利益）：directlyrelatedtothefocalissuesundernegotiationProcess-basedinterests（基于谈判过程的利益）：relatedtohowthenegotiatorsbehaveastheynegotiateRelationship-basedinterests（基于双方关系的利益）：tiedtothecurrentordesiredfuturerelationshipbetweentheparties.Resistancepoint（拒绝点）：aresistancepointistheplacewhereyoudecidethatyoushouldabsolutelystopthenegotiationratherthancontinuebecauseanysettlementbeyondthispointisnotminimallyacceptable.Alternatives（可替代的选择）：otheragreementsnegotiatorscouldachieveandstillmeettheirneeds.Targetpoint（目标点）：onerealisticallyexpectstoachieveasettlementandtheaskingprice,representingthebestdealonecanhopetoachieve.Chapter5Perception（感知）：Theprocessbywhichindividualsconnecttotheirenvironment;theprocessofscreening,selecting,andinterpretingstimulisothattheyhavemeaningtotheindividual.Stereotypes（心理定势）：isaverycommondistortionoftheperceptualprocess.Itoccurswhenoneindividualassignsattributestoanothersolelyonthebasisoftheother'smembershipinaparticularsocialordemographiccategory.Haloeffects（晕轮效应）：ratherthanusingaperson'sgroupmembershipasabasisforclassification,however,haloeffectsoccurwhenpeoplegeneralizeaboutavarietyofattributesbasedontheknowledgeofoneattributeofanindividual.Selectiveperception（选择性感知）：Whentheperceiversinglesoutcertaininformationthatsupportsapriorbeliefandfiltersoutinformationthatdoesnotconfirmthatbelief.Projection（投射效应）：Whenpeopleassigntoothersthecharacteristicsorfeelingsthattheypossessthemselves.Aframe（框架）：Thesubjectivemechanismthroughwhichpeopleevaluateandmakesenseoutofsituations,leadingthemtopursueoravoidsubsequentactions.Framing（制定框架）:Aboutfocusing,shaping,andorgnizingtheworldaroundus--makingsenseofacomplexrealityanddefiningitintermsthataremeaningfultous.Substantiveframe（实质型框架）：Whattheconflictisabout.Outcomeframe（结果型框架）：Aparty'spredispositiontoachievingaspecificresultoroutcomefromthenegotiation.Aspirationframe（抱负型框架）：Apredispositiontowardsatisfyingabroadersetofinterestsorneedsinnegotiation.Processframe（过程型框架）：Howthepartieswillgoaboutresolvingtheirdisputes.Identityframe（识别型框架）：Howthepartiesdefine“whotheyare”.Characterizationframe（描述型框架）:howthepartiesdefinetheotherparties.Loss-gainframe（输-赢型框架）:howthepartiesdefinetheriskorrewardassociatedwithparticularoutcomes.Escalationofcommitment（承诺的扩大）：Thetendencyforanindividualtomakedecisionsthatstickwithafailingcourseofaction.Mythicalfixed-piebeliefs（固定蛋糕观念）：thosewhobelieveinthemythicalfixed-pieassumethereisnopossibilityforintegrativesettlementsandmutuallybeneficialtrade-offs,andtheysuppresseffortstosearchforthem.Anchoringandadjustment（基准调节）：cognitivebiasesinanchoringandadjustmentarerelatedtotheeffectofthestandard（oranchor）againstwhichsubsequentadjustmentsaremadeduringnegotiation.Issueframingandrisk（谈判框架的制定方式与风险）：thewayanegotiationisframedcanmakenegotiatorsmoreorlessriskaverseorriskseeking.Availabilityofinformation（信用的可用性）：innegotiation,theavailabilitybiasoperateswheninformationthatispresentedinvivid,colorful,orattention-gettingwaysbecomeseasytorecall,andthusalsobecomescentralandcriticalinevaluatingeventsandoptions.Thewinner'scurse（赢家的诅咒）：thetendencyofnegotiators,particularlyinanauctionsetting,tosettlequicklyonanitemandthensubsequentlyfeeldiscomfortaboutanegotiationwinthatcomestooeasily.Overconfidence（自负）：thetendencyofnegotiatorstobelievethattheirabilitytobecorrectoraccurateisgreaterthanisactuallytrue.Thelawofsmallnumbers（小数法则）：indecisiontheory,thelawofsmallnumbersreferstothetendencyofpeopletodrawconclusionsfromsamplesizes.Innegotiation,thelawofsmallnumbersappliestothewaynegotiatorlearnandextrapolatefromtheirownexperience.Self-servingbiases（感知错误）：Thetendencytooverestimatethecausalroleofpersonalorinternalfactorsandunderestimatethecausalroleofsituationalorexternalfactors,whenexplaininganotherperson'sbehavior.Endowmenteffect（捐赠效应）：Thetendencytoovervaluesomethingyouownorbelieveyoupossess.Reactivedevaluation（缺乏考虑）：Theprocessofdevaluingtheotherparty'sconcessionssimplybecausetheotherpartymadethem.Chapter6Encoding（编码）：istheprocessbywhichmessagesareputintosymbolicform.Channels（渠道）：aretheconduitsbywhichmessagesarecarriedfromonepartytoanother.Decoding（解码）：istheprocessoftranslatingmessagesfromtheirsymbolicformintoaformthatmakessense.Meanings（含义）:arethefacts,ideas,feelings,reactions,orthoughtsthatexistwithinindividualsandactasasetoffiltersforinterpretingthedecodedmessages.Feedback（反馈）：istheprocessbywhichthereceiverreactstothesender'smessage.Temporalsynchronybias（时间同步偏差）:isthetendencyfornegotiatorstobehaveasiftheyareinsynchronoussituationwhentheyarenot.Burnedbridgebias（烧毁的桥梁偏差）:isthetendencyforindividualstoemployriskybehaviorduringe-mailnegotiationsthattheycouldnotuseduringaface-to-faceencounter.Squeakywheelbias（吱吱响的车轮偏差）:isthetendencyfore-mailnegotiatorstouseanegativeemotionalstyletoachievetheirgoals.Sinisterattributionbias（险恶的归因偏差）occurswhenonemistakenlyassumesthatanother'sbehavioriscausedbypersonalityflaws,whileoverlookingtheroleofsituationalfactors.Chapter7Power（权力）：innegotiation,powermeansthecapabilitiesnegotiatorscanassembletogivethemselvesanadvantageorincreasetheprobabilityofachievingtheirobjectives.Powerinaction（行动中的权力）：istheactualmessagesandtacticsanindividualundertakesinordertochangetheattitudesand/orbehaviorsofothers.Expertpower（专家权力）：derivedfromhavingunique,in-depthinformationaboutasubject.Rewardpower（奖赏权力）：derivedbybeingabletorewardothersfordoingwhatneedstobedone.Coercivepower（强制权力）：derivedbybeingabletopunishothersfornotdoingwhatneedstobedone.Legitimatepower（法律权力）：derivedfromholdinganofficeorformaltitleinsomeorganizationandusingthepowersthatareassociatedwiththatoffice.avicepresidentordirector）Referentpower（参照权力）：derivedfromtherespectoradmirationonecommandbecauseofattributeslikepersonality,integrity,interpersonalstyle,andthelike.Informationpower（信息权力）：isderivedfromthenegotiator'sabilitytoassembleandorganizefactsanddatatosupporthisorherposition,arguments,ordesiredoutcomes.Chapter8Centralroute（中央路径）：occurswhenmotivationandabilitytoscrutinizeissue-relevantargumentsarerelativelyhigh.Peripheralroute（边缘路径）:ischaracterizedbysubtlecuesandcontextwithlesscognitiveprocessingofthemessageMessagecontent（消息 内容 财务内部控制制度的内容财务内部控制制度的内容人员招聘与配置的内容项目成本控制的内容消防安全演练内容 ）：whenconstruetingargumentstopersuadetheotherparty,negotiatorsneedtodecidewhattopicsandfactstheyshouldincludeMessagecomponents（消息组成）：negotiatorshelptheotherpartyunderstandandaccepttheirbigideasbybreakingthemintosmaller,moreunderstandablepiecesOne-sidedmessage（单面消息）：ignoreargumentsandopinionsthatmightsupporttheotherparty'spositionTwo-sidedmessage（双面消息）:ignorethecompetition,mentionanddescribetheopposingpointofview,andthenshowhowandwhyitislessdesirablethanthepresenter'spointofviewPersonalreputationforintegrity（个人正直之荣誉）：thequalitythatassurespeopleyoucanbetrusted,youwillbehonest,andyouwilldoasyousayStatusdifferences（地位差异）：occupation\age\educationlevel\theneighborhoodwhereapeoplelives,dress,typeofautomobile,andthelikeIngratiation（逢迎）：enhancingtheother'sself-imageorreputationthroughstatementsoractions,andthusenhancingon'esownimageinthesamewayReciprocity（互惠主义）：whenyoureceivesthfromanotherperson,youshouldrespondinthefuturewithafavorinreturnSocialproof（社会认同）peoplelooktodeterminethecorrectresponseinmanysituationsScarcity（缺乏）:whenthingsarelessavailable,theywillhavemoreinfluenceChapter9Ethics（道德标准）：broadlyappliedsocialstandardsforwhatisrightorwronginaparticularsituation,oraprocessforsettingthosestandardsEthical（道德的）：appropriateasdeterminedbysomestandardofmoralconductPrudent（审慎的）;wise,basedontryingtounderstandtheefficacyofthetacticandtheconsequencesitmighthaveontherelationshipwiththeotherPractical（实际的）:whatanegotiatorcanactuallymakehappeninagivensituationLegal（法定的）;whatthelawdefinesasacceptablepracticeEnd-resultethics（归宿伦理）：rightnessofanactionisdeterminedbyconsideringconsequenceDutyethies（责任伦理）:rightnessofanactionisdeterminedbyconsideringobligationstoapplyuniversalstandardsandprinciplesSocialcontraction（社会收缩）；rightnessofanactionisdeterminedbythecustomsandnormsofacommunityPersonalisticethics（人格伦理观）:rightnessofanactionisdeterminedbyone'sconscienceAMisrepresentation（误传）；anaffirmativemisstatementofsthAknowingmisrepresentation（知道误传）：youknowthatwhatyousayisfalsewhenyousayitAfact（事实）:anobjectivefact,tobelegal,intheoryReliance\caution（警示）：foradeceptivestatementtobelegallyfraudulent,thereceivermustprovethatheorshereliedontheinfoandthatdoingsocausedharmMachiavellianism（权术主义）;apragmaticandexpedientviewofhumannatureLocusofcontrol（控制源）;thedegreetowhichtheybelievetheoutcomestheyobtainarearesultoftheirownabilityandeffortversusfateorchanceApreconventionallevel（前习俗水平）：theindividualisconcernedwithconcreteoutcomesthatmeethisorherownimmediateneeds,particularlyexternalrewardsandpunishmentsAconventionallevel（习俗水平）：theindividualdefineswhatisrightonthebasisofwhathisimmediatesocialsituationandpeergroupendorsesorwhatsocietyingeneralseemstowantAprincipledlevel（原则水平）:theindividualdefineswhatisrightonthebasisofsomebroadersetofuniversalvaluesandprinciplesCallthetactic（调用策略）:indicatetotheothersidethatyouknowheisbluffingorlyingIgnorethetactic：ifyouareawarethattheotherpartyisbluffingorlying,simplyignoreitChapter10Environmentalcontext（环境因素）：Theenvironmentalcontextincludesenvironmentalforcesthatneithernegotiatorcontrolsthatinfluencethenegotiation.Immediatecontext（直接因素）：Theimmediatecontextincludesfactorsoverwhichnegotiatorsappeartohavesomecontrol.UncertaintyAvoidance（不确定性）：Uncertaintyavoidanceindicatestowhatextentacultureprogramsitsmemberstofeeleitheruncomfortableorcomfortableinunstructuredsituations.Negotiationmetaphors（谈判隐喻）：Negotiationmetaphorsarecoherent，holisticmeaningsystems，whichhavebeendevelopedandcultivatedinparticularsocio-culturalenvironments，functiontointerpret，structure，andorganizesocialactioninnegotiation.Chapter11Impasse（僵局）：Impasseisaconditionorstateofconflictinwhichthereisnoapparentquickoreasyresolution.Postdealnegotiations（事后交易谈判）：Postdealnegotiationsarenegotiationthatoccurasanexistingagreementisexpiring.Intradealnegotiations（事间交易谈判）：Intradealnegotiationsoccurwhenanagreementstatesthatnegotiationsshouldbereopenedatspecificintervals.Extradealnegotiations（额外交易谈判）：Extradealnegotiationsoccurwhenitappearsthatthereisaviolationofthecontract，orintheabsenceofacontractreopeningclause.Cognitiveresolution（认知解决）：Cognitiveresolutionisneededtochangehowthepartiesviewthesituation.Emotionalresolution（情感解决）：Emotionalresolutioninvolveschanginghowpartiesfeelabouttheimpasseandtheotherparty，aswellasreducingtheamountofemotionalenergytheyputintothenegotiation.Behavioralresolution（行为解决）：Behavioralresolutionexplicitlyaddresseswhatpeoplewilldointhefutureandhowagreementstheymakeaboutthefuturewillberealized.Activelistening'（积极倾听）：Onecanlettheotherpartyknowthatboththecontentandemotionalstrengthofhisorhermessagehavebeenheardandunderstood，butthatdoesnotmeanthatoneagreeswithit.Chapter12Theshadownegotiation影子谈判：Theshadownegotiationoccursinparallelwiththesubstantivenegotiationandisconnectedwithhowthenegotiationwillproceed.Socialcontract实质性谈判：aSocialcontractregardinghowthenegotiationwillproceed,whohasinfluenceandpower,andwhattheboundariesofthenegotiationare;Hardtactics恶劣战术：thedistributivetacticsthattheotherpartyusesinanegotiationtoputpressureonnegotiationstodosomethingthatisnotintheirbestinterest;Ultimatum最后通牒：anultimatumisanattempttoinducecomplianceorforceconcessionsfromapresumablyrecalcitrantopponent;Clarity清晰：claritymeanstouselanguagethatisaspreciseaspossiblewhenmanagingadifficultconversation;Tone语调：toneisthenonverbalaspectoftheconversationanditincludesintonation,facialexpressions,consciousandunconsciousbodylanguage;Temperatephrasing适度的措辞：Temperatephrasinginvolveschoosinglanguagecarefullytodeliveramessagethatwillnotprovoketheotherside;Chapter13ADR替代争议解决 方案 气瓶 现场处置方案 .pdf气瓶 现场处置方案 .doc见习基地管理方案.doc关于群访事件的化解方案建筑工地扬尘治理专项方案下载 alternativedisputeresolution;Mediation调解：Mediationisthemostcommonthird-partyinterventionandnegotiatorssurrendercontrolovertheprocesswhilemaintainingcontroloveroutcomes;Contentmediation内容调解:helpingthepartiesmanagetrade-offs;Issueidentification问题识别：enablingthepartiestoprioritizetheissues;Positiveframingoftheissues问题的积极建构：focusingondesired,positivelystatedoutcomes;Moderateconflict中等水平的冲突：situationsinwhichtensionisapparentandtempersarebeginningtofray,butnegotiationshavenotdeterioratedtothepointofphysicalviolenceorirrevocablydamagingthreatsandactions;Processconsultation过程咨询：asetofactivitiesonthepartoftheconsultantthathelpstheclienttoperceive,understand,andactuponthesenvironment;processeventswhichoccurintheclient'Chapter14无。