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

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

ernments

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？

ck of sensitivity

2.limited cognition

ck 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