国际商务谈判 英文版 期末试卷答案.doc

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 introduction of team member negotiation agenda and its a