国际商务谈判-英文版-期末试卷答案

1Negotiations谈判:Anegotiationisaprocessofcommunicationbetweenpartiestomanageconflictsinorderforthemtocometoanagreement,solveaproblemormakearrangements.Conflicts冲突:Aconflictisdispute,disagreementorargumentbetweentwoormoreinterdependentpartieswhohavedifferentandcommoninterests.Stakes利益:Stakesarethevalueofbenefitsthatmaybegainedorlost,andthecoststhatmaybeincurredoravoided.Information信息:Informationisgenerallyesteemedasavaluablecommodityinasensethatithaspowertoreduceuncertainty.Power能力:isasocialphenomenon,whichendowspeoplewithcontrolNegotiationpower谈判力:Negotiationpoweristheabilitythatonenegotiatorcanmakeuseoftocontroloverandaffecttheotherside’sdecisionmakingandtoresolvethedisputeandattainthetargetofnegotiation.Trust信任:trustmeansincreasingyourvulnerabilitytoanotherpersonwhosebehaviorisnotunderyourcontrolinasituationinwhichthepenalty,loseordeprivationyouwouldsufferiftheotherpersonabusesorfailstoprotectyourvulnerabilityissubstantiallygreaterthanthebenefits,rewardorsatisfactionyouwouldgainiftheotherpersonfulfillsorprotectyourvulnerability.DistributiveNegotiation两分法谈判:themostcommonkindinbusinessactivities,arealsonamedas“zero-sumgames”becausethesumofthetwoparties’interestsareconstant,whichmeansAgainisattheexpensesofB’sinterests.Coalition谈判联盟:Acoalitionisdefinedastwoormorepartiesfromdifferentpolitical,socialoreconomicgroupscoordinatetheiractionsorcombinetheirresourcestoachieveaparticularaimbecausetheybelievethattogethertheywillhaveabetterchanceofreachingtheirgoalstheseparately.Culture文化:Cultureisalsodefinedasanintegratedsystemoflearnedbehaviorpatternsthatarecharacteristicofthemembersofanygivensociety.Negotiationproduce谈判程序步骤1.introductionofteammember2.negotiationagendaanditsarrangement3.formalnegotiation4.wrappingup2negotiationproducestructure谈判程序的结构1.determineinterestsandissues2.designandofferoptions3.introducecriteriatoevaluateoptions4.estimatereservationpoints5.explorealternativetoagreement6.reachanagreementstructureofbusinessnegotiation贸易谈判的机构inquiry---offer---counteroffer—acceptancetargetlevel谈判三种目标1.desirabletarget:iswhatnegotiationswishtoattainbutinrealityralelyreach2.acceptabletarget:iswhatnegotiationmakealleffortstoachieve3.bottomtarget:iswhatnegotiationswilldefendandsafeguardwhichalltheirefforts信息的直接用途：problemsolving信息的间接用途：strategicplanningWheretocollectinformation信息的收集渠道1.internationalorganization2.governments3.serviceorganization4.directoriesandnewsletters5.onlineserviceFourcauseofunwilling?不愿意做谈判准备的原因？1.lackofsensitivity2.limitedcognition3.lackoffamiliarty4.inactivityandgamblingmindfoursteps谈判准备的步骤？1.targetdecision2.collectinginformation3.staffingnegotiationteams4.choiceofnegotiationvenueswhenisthethirdpartydesired?什么时候选择第三方加入谈判？1.powerisrelativelylowerthanothercounterpart2.relationshipdeterioratesandcommunicatecloseinadeadlock3.negotiationgoesimpasseandnoalternativeavailable4.establishednormsandstandardshindertheprocess3Whentochoosethirdparty’svenue(何时选择第三方谈判地点)：1)First,thetwonegotiatingpartiesarehostileandantagonistictoeachother,orevenengagedinafightingagainsteachother.2)Second,negotiationgoesintoanimpasseandnosignofrapprochement,impossibletocarryonnegotiationinneitherparty’splace.3)Third,adisputeisstirredupwhenbothpartiesstronglydemandtohostthenegotiation.Win-winmodel双赢模式1.determineeachparty’sowninterestandneeds2.findouttheotherparty’sinterestsanddemands3.discussthepossibilitiesofmakingconcession4.reachonagreementofcompromisingordeclarefailurewin—losemodel输赢模式1.Determineeachparty’sowninterestsandstance2.Defendone’sowninterestsandstance3.Discussthepossibilitiesofmakingconcession4.ReachonagreementofcompromisingordeclarefailureCollaborativePrincipledNegotiationfourbasiccomponents(合作原则谈判的四个准则)：1.people:separatethepeoplefromproblem2.interests:focusoninterestsbutnotpositions3.gaining:inventoptionsformutualgain4.criteria:introduceobjectivecriteriahowtotellacriterionisobjective如何客观品评判标准1.independentofwillsandfreefromsentimentalinfluence2.validandrealistic3.atleasttheoreticallyacceptedbybothsideshowtostandardsforsuccessfulnegotiation判定谈判成功与否的标准1.satisfythebothvalidinterests,resolvetheconflicts,protectinterests2.highlyefficient3.improvetherelationshipneedstheory需求理论五种1.physiologicalneeds2.safetyneeds3.loveandbelongingneeds4.esteemneeds45.needstoforself-actualization6.needstoknowandunderstand7.aestheticneedslawoftwolevelgame双层法规level1internationallevel:relationshipofinterestsandchancesofsuccessofnegotiationNochangesuccesspossiblesuccessincreasingLevel2domesticlevel:win—sets,thesetsgainthenecessarymajorityamongtheconstituentsConclusion：thelargerwin—setsmakethemorelikelyanagreementatlevel1thesmallerwin—setscanbeabargainingadvantageforacountryatlevel哪些因素影响谈判力：1.motivation:Aparty’spowerisincreasingwithdecreasingofitsmotivationorthegreateraparty’smotivationis,theweakeritsrelative.2.dependence:Aparty’spowerisdiminishingwithincreasingofitsdependenceontheotherparty3.substitutes:oneparty’sindependenceincreaseandthusitspowerisstrengthenedwhentherearemoresubstitutesavailableforconsiderationHowtostimulatemotivation(如何刺激对方的动机)