国际商务谈判简答题

1. International Business Negotiation refers to the process in which parties negotiate with each other on business activities in different countries or regions through information exchange in order to reach a certain transaction.

国际商务谈判是指当事人通过信息交流，就不同国家或者地区的商务活动进行谈判，以达成某种交易的过程。

(1) Common Characteristics i n General Trade Negotiations.

①goal: Taking economic benefit as the purpose of negotiation

②Index: Taking economic interest as the main evaluation index of negotiation

③core: Price as the core of negotiation

(2)Particularities of International Business Negotiations

①International business negotiation is not only a negotiation of a transaction, but also a foreign-related activity with strong policy-type.

②We should act in accordance with international conventions.

③International business negotiation involves a wide range of factors and the factors affecting the negotiation are complex and diverse.

国际商务谈判具有一般贸易谈判的共性：

1 goal: 以经济利益为谈判的目的(economic benefit)

2 index: 以经济利益作为谈判的主要评价指标(economic interest)

3 core: 以价格作为谈判的核心(price)

国际商务谈判的特殊性：

1 国际商务谈判既是一笔交易的商洽，也是一项涉外活动，具有较强的政策性。（policy-type)

2 应按国际惯例办事。(international conventions)

3 国际商务谈判涉及面广影响谈判的因素复杂多样。(complex factors)

2. FOUR BASIC PRINCIPLE（PIOC)OF BUSIBESS NEGOTIATION

People:①Separating the people from the problem 把人与问题分开

②Establish an accurate perception 建立正确的感知

③Cultivate appropriate emotion 培养适当的情绪

④Strive for better communication 争取更好的沟通

Interests: ①Focus on interests, not position 关注利益，而不是立场

②Identify the self-interest 确定自身利益

③Discuss the interests with the other party 与对方讨论利益

Options: ①Invent options for mutual gains 创造共同收益的期权

②Separate the act of inventing options from the act of judging them

从判断行为中分离发明期权行为

③Develop as many options as possible before choosing one

在选择之前尽可能多制定选项

④Search for mutual gains 寻找共同利益

⑤Find ways to help make the other party’s decision easy找到帮助对方轻松做决定的方法

Criteria: ①Insist on using objective criteria 坚持使用客观标准

②Independent of the wills of all parties不依赖于各方的意志

③Legitimate and practica 合法实用

④Acceptable to all parties 各方都能接受

3. NEGOTIATION ENVIRONMENT

It refers to the business climate that surrounds the negotiaitons and is beyond the control of negotiators. 它指的是围绕谈判的商业环境，谈判人员无法控制的环境。

①Legal Pluralism ( 多元的法律）

②Political Pluralism （多元的政治）

③Currency Flucutations and Foreign exchange （汇率波动）

④Foreign Government Control and Bureaucracy （外国政府管制和官僚主义作风）

⑤Instability and change (不稳定性和变动）

⑥Cultural Differences （文化差异）

⑦Ideological Differences （意识形态差异）

⑧External Stakeholders （外部利益相关者）

The term external stakeholders refers to different people and organizations that have a stake in the outcome of a negotiation，such as stockholders, emplyees, customers, labor unions, business groups (chambers of commerce), industry associations, competitors, and others.So, in conducting negotiation, a company must examine the likely reaction of different stakeholders.

外部利益相关者是指与谈判结果有利害关系的不同的人和组织。比如股东、雇员、客户、工会、商业团体（商会）、行业协会、竞争对手等。因此，在进行谈判时，公司必须检查不同利益相关者的可能反应。

4. Hofstede's Cultural Demensions

①Power Distance.The extent to which less powerful members of institutions and organizations accept that power is distributed unequally.

权利距离。机构和组织中权力较弱的成员接受权力分配不平等的程度。

②Individualism Versus Collectivism

Individualism is the tendency of people to look after themselves and their immediate family only. 个人主义是人们只照顾自己和他们的直系亲属的倾向。

Collectivism societies emphasize intra-ethnic relations and cares about large families.

集体主义注重族群内关系,关心大家庭。

③Masculinity Versus Femininity

Masculinity is a situation in which the dominant values in society are success, money, and things. 男性化：一种社会中主要价值观是成功、金钱和事物的情况。

Femininity：A social representative is a woman's character such as modesty and caring for others more. 女性化：某一社会代表是女性的品质如谦虚、关爱他人更多。

④Uncertainty Avoidance.The extent to which people feel threatened by ambiguous situations and have created beliefs and institutions that try to avoid these.不确定性规避。人们对模棱两可的情况感到威胁，并创造了试图避免这些情况的信仰和制度的程度。

⑤Long-term Versus Short-term

It refers to the extent to which members of a culture can accept delays in meeting their material, emotional and social needs.

指的是某一文化中的成员对延迟其物质、情感、社会需求的满足所能接受的程度。

⑥Indulgence Versus Restraint.

Hofstede’s most recent dimension measures the freedom to satisfy one’s natural needs and desires within a society.

霍夫斯泰德的最新维度衡量了满足一个人在社会中的自然需求和欲望的自由。

5. Style Differences Among Negotiators