白远-国际商务谈判（第六版）知识点与关键词解释（英文）.docxVIP

Chapter 1 Negotiation Motives and Key Terminology Knowledge Points for chapter one number Knowledge Points page section 1 Negotiation P 1.1 2 Conflict P 1.2 3 Stake P 1.2 4 Business negotiation P 1.3 5 International business negotiation P 1.3 Knowledge points Negotiation Key words: negotiation 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. Negotiation is a basic means of getting what you want from others. It is back-and-forth communication designed to reach an agreement when you and the other side have some interests that are shared and others that are opposed. First, the outcome of negotiation is a result of mutual giving and taking. Second, negotiations happen due to the existence of conflicts; however, no negotiations can proceed smoothly and come to a satisfactory solution without collaboration between the participants. Third, in spite of inequality in negotiator‘’s strength and power, all negotiators, no matter strong or weak, have the right to say “no” to the conditions put forward by the other party, which is a show of equal right of the negotiators. 2.Conflict Key words: conflict A conflict is a dispute, disagreement or argument between two or more interdependent parties who have different and common interests. A conflict can block each other’s ability to satisfy their interests. The definition of conflicts states three points, which can be specified as: First, parties in conflict are interdependent, which means there remains a kind of relationship developed by interrelated interests and concerns. Second, both different and common interests coexist, which appears to be illogical. Third, two parties in conflict will naturally fight for each other’s own interests and make every effort to gain more from the other side, as a result it will reduce gain of interest expected initially. 3.Stake Key words: stake Stakes are the value of benefits