国际谈判期末复习总结整理.docx

The father of negotiating training----Gerard Nierenberg 他提出“everybody wins”谈判界的圣经《getting to yes》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.谈判是各方之间为处理冲突而沟通，以便达成协议、解决问题或作出安排。Conflict is a dispute,disagreement or argument between two or more interdependent parties who have different and common interests.冲突是两个或更多具有不同和共同利益的相互依赖的各方之间的争议，分歧或争论。Stakes are the value of benefits that may be gained or lost , and the cost that may be incurred or avoided.利害关系是可能获得或失去的利益的价值，以及可能发生或避免的成本。Information is generally esteemed as a valuable commodity in a sense that it has the power to reduce uncertainty.信息通常被认为是一种有价值的商品，因为它有减少不确定性的能力Power endows people with control over other people or events or activities.权力赋予人们控制他人或事件或活动的权力。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.谈判力是一名谈判者能够用来控制和影响对方的决策，解决争议并达成谈判目标的能力。Motivation: desires and incentives for gaining interests and stakes.动机：获得利益和赌注的欲望和刺激。Dependence is a constant and regular need that someone has for something in order to be able to survive or operate properly.依赖性是一个人为了生存或正常运作而需要的一种固定和经常性的需求。Substitutes are alternatives one party can explore instead of other things and moves one party takes to reduce its dependence on the other party.替代品是一种可供选择的替代方案，它可以代替其他的东西，并使一方采取行动减少对另一方的依赖。Trust means increasing your vulnerability to another person whose behavior is not under your control in a situation in which the penalty ,loss or deprivation you would suffer if the other person abuses or fails to protect your vulnerability is substantially greater than the benefit,reward or satisfaction you would gain if the other person fulfills or protects your vulnerability.在另一个人的行为不受控制的情况下，如果你的另一个人滥用或未能保护你的弱点，你会受到惩罚、损失或剥夺，你的脆弱性就会大大超过你所得到的利益、奖励或满足感。如果他人履行或保护了你的脆弱，你就会得到好处。Coalition: two or more par