国际商务谈判-英文版-期末试卷答案.pdfVIP

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 interdependen parties who have differen 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. Powe 能力: is a social phenomenon ,which endows people with control Negotiation powe 谈判力: Negotiation power is the ability tha one negotiator can make use of to control over and affect the other side’s decision making and to resolve the dispute and a ain the targe of negotiation. Trust 信任: trust means increasing your vulnerability to another person whose behavior is no 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 mos 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 tha together they will have a be er chance of reaching their goals the separately. Culture 文