商务谈判名词解释

1. Best Alternative to a Negotiated Agreement: this is your alternate plan when the talks start to out of control.

2. Integrative双赢Negotiation: it is referred to as “win-win”and typically brings two or more issues to be negotiated. It often involves an agreement process that integrates the goals of all the involved negotiators through solve the problems creatively and collaboratively.

3. Distributive分配式Negotiation: it normally brings a single issue to be negotiated. The single issue often involves price and frequently relates to the bargaining process.

4. Value Claiming: it is a situation where there is only one clearly winner in a negotiation. These situations are called zero-sum零和的or distributive situations.

5. Value Creation: it is a situation where there are multiple winners in a negotiation. These situations are non-zero sum, integrative or mutual gains situations.

6. Appeal to a Higher Authority

A very popular negotiating tactic on both sides of the table is the Higher Authority gambit, in which one person claims he or she must appeal to a higher authority before making a final decision. This tactic is as powerful as it is popular; it shifts pressure off your shoulders without forcing a confrontation. The Higher Authority appeal sets aside the pressure of making a decision, but it also might cause some frustration, as your opponent may surmise from your appeal that in speaking with you, he or she is not speaking with the decision-maker.

The gambit is a ruse（策略）; you might have the power to make a decision, but you do not allow your opponent to know that. Your Higher Authority should be vague（模糊）— a “board” or “committee,” rather than an actual title (the other person can always demand to meet your authority figure if he or she knows a title). If the gambit is played on you by buyers, attempt to get them to admit they

have decision-making authority by countering their gambit with one of your own:?appeal to their ego;

?get their commitment that they’ll recommend you to their Higher Authority;

?get them to commit to a decision, subject to some other consideration or time period.