国际商务谈判 英文版 期末试卷答案

Negotiations

谈判

: A negotiation is a process of communication between

parties

to

manage

conflicts in

order

for them

to

come

to

an agreement,

solve a problem or make arrangements.

Conflicts

冲突

: A conflict is dispute, disagreement or argument between

two

or

more

interdependent

parties

who

have

different

and

common

interests.

Stakes

利益

: Stakes are the value of benefits that may be gained or lost,

and the costs that may be incurred or avoided.

Information

信息

:

Information

is

generally

esteemed

as

a

valuable

commodity in a sense that it has power to reduce uncertainty.

Power

能力

: is a social phenomenon ,which endows people with control

Negotiation

power

谈判力

:

Negotiation

power

is

the

ability

that

one

negotiator

can

make

use

of

to

control

over

and

affect

the

other

side’s

decision

making

and

to

resolve

the

dispute

and

attain

the

target

of

negotiation.

Trust

信任

: trust means increasing your vulnerability to another person

whose

behavior

is

not

under

your

control

in

a

situation

in

which

the

penalty, lose or deprivation you would suffer if the other person abuses or

fails to protect your vulnerability is substantially greater than the benefits,

reward

or

satisfaction

you

would

gain

if

the

other

person

fulfills

or

protect your vulnerability.

Distributive

Negotiation

两

分

法

谈

判

:

the

most

common

kind

in

business activities, are also named as “zero

-

sum games” because the sum

of

the

two

parties’

interests

are

constant,

which

means

A

gain

is

at

the

expenses of B’s interests.

Coalition

谈判联盟

: A coalition is defined as two or more parties from

different political, social or economic groups coordinate their actions or

combine their resources to achieve a particular aim because they believe

that

together

they

will

have

a

better

chance

of

reaching

their

goals

the

separately.

Culture

文化

: Culture is also defined as an integrated system of learned

behavior

patterns

that

are

characteristic

of

the

members

of

any

given

society.

Negotiation produce

谈判程序步骤

1.

introduction of team member

2.

negotiation agenda and its arrangement

3.

formal negotiation

4.

wrapping up

1

negotiation produce structure

谈判程序的结构

1.

determine interests and issues

2.

design and offer options

3.

introduce criteria to evaluate options

4.

estimate reservation points

5.

explore alternative to agreement

6.

reach an agreement

structure of business negotiation

贸易谈判的机构

inquiry ---offer--- counteroffer

—

acceptance

target level

谈判三种目标

1.

desirable target :is what negotiations wish to attain but in reality ralely

reach

2.

acceptable target :is what negotiation make all efforts to achieve

3.

bottom

target

:is

what

negotiations

will

defend

and

safeguard

which

all their efforts

信息的直接用途：

problem solving

信息的间接用途：

strategic planning

Where to collect information

信息的收集渠道

1.

international organization

2.

governments

3.

service organization

4.

directories and newsletters

5.

online service

Four cause of unwilling?

不愿意做谈判准备的原因？

1.

lack of sensitivity

2.

limited cognition

3.

lack of familiarty

4.

inactivity and gambling mind

four steps

谈判准备的步骤？

1.

target decision

2.

collecting information

3.

staffing negotiation teams

4.

choice of negotiation venues

when is the third party desired?

什么时候选择第三方加入谈判？

1.

power is relatively lower than other counterpart

2.

relationship deteriorates and communicate close in a deadlock

3.

negotiation goes impasse and no alternative available

4.

established norms and standards hinder the process

2

When to choose third party’s venue(

何时选择第三方谈判地点

< br>)

：

1) First, the two negotiating parties are hostile and antagonistic to each

other, or even engaged in a fighting against each other.

2)

Second,

negotiation

goes

into

an

impasse

and

no

sign

of

rapprochement,

impossible

to

carry

on

negotiation

in

neither

party’s

place.

3) Third, a dispute is stirred up when both parties strongly demand to host

the negotiation.

Win-win model

双赢模式

1.

determine each party’s own interest and needs

2.

find out the other party’s interests and demands

3.

discuss the possibilities of making concession

4.

reach on agreement of compromising or declare failure

win

—

lose model

输赢模式

1. Determine each party’s own interests and stance

2.

Defend one’s own interests and stance

3.

Discuss the possibilities of making concession

4.

Reach on agreement of compromising or declare failure

Collaborative

Principled

Negotiation

four

basic

components(

合作原

则谈判的四个准则

)

：

: separate the people from problem

sts: focus on interests but not positions

g: invent options for mutual gain

ia: introduce objective criteria

how to tell a criterion is objective

如何客观品评判标准

1.

independent of wills and free from sentimental influence

2.

valid and realistic

3.

at least theoretically accepted by both sides

how to standards for successful negotiation

判定谈判成功与否的标准

1.

satisfy the both valid interests, resolve the conflicts, protect interests

2.

highly efficient

3.

improve the relationship

needs theory

需求理论五种

1.

physiological needs

2.

safety needs

3.

love and belonging needs

4.

esteem needs

3