商务谈判文中单词.doc

Chapter1 Fundanmentals of international business negotiation 国际商务谈判概述 Key concepts of negotiation 谈判基本概念 BATNA（best alternative to a negotiation agreement）达成协议的最佳抉择 Reservation price 底线价格 The principles of business negotiation 商务谈判基本原则 Characteristics of business negotiation 商务谈判的特点 The basic principles of negotiation 谈判的基本原则 Correct understanding of negotiation 对谈判的正确理解 Conflicts 冲突 Key aspects of negotiation 谈判的几个主要方面 Tips for a successful international business negotiation mission 成功国际商务谈判提示 Interpreters in international business negotiation 国际商务谈判中的翻译人员 Stages of negotiation 谈判的几个阶段 Pre-negotiation 前几准备阶段 Face-to-face negotiation 面对面谈判阶段 Post-negotiation 谈判后期阶段 Psychology in negotiation 谈判的心理 The need theory 需要理论 The need theory and negotiation 谈判与需要理论 Chapter2 proper behaviors in international businesss negotiation 国际商务谈判中的正确行为举止 Assumptions 假定 The concepts of assumptions 假定的概念 The types of hidden assumptions 潜在假定的类型 The barrier of listening 听的障碍 Active listening 认真倾听 Talking 说 Negotiation language 谈判语言 How to open and close 怎样开头和结尾 Several aspects to beware of 要注意的几个方面 Inquiring 问 Asking questions 提问 How to deliver questions 怎样提问 Several aspects to beware of 要注意的几个方面 Effective responding 正确的回答 Observing 观察 Facial expression 面部表情 Body language of upper limbs 上肢语言 Body language of lower limbs 下肢语言 How to get rid of the detrimental body language 怎样去除不好的身体语言 Chapter3 choosing the negotiation team 谈判班子的组成 Who qualifies as a negotiation 谁能成为谈判者 Personal characteristics 谈判人员的素质 A negotiator as an individual 谈判者个人 The role of a chief negotiator 主谈人的职责 The chief negotiator 主谈人 Organizational qualities of the chief negotiator 主谈人的组织能力 Team solidarity 谈判班子的团结 A comparison between a single negotiator and a negotiation team 个人谈判与小组谈判的比较 Organizational structure for negotiators 谈判班子的组织结构 How big should the team be 谈判班子的规模 The importance of team solidarity 谈判班子团结的重要性 Chapter4 preparing for negotiation 谈判的准备阶段 Schedul