国际商务谈判 词汇

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2024年7月3日发(作者：)

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 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 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 provider’s whims and

idiosyncrasies;

Competitive situation竞争性情形: when the goals of two or more people are

interconnected so that only 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

person’s 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

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: attempts 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

lion’s 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 resources or finding unique ways to share and coordinate the use of

existing resources;

本文标签： 谈判价值情形