国际商务谈判 英文版 期末试卷答案

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1.introduction of team member2.negotiation agenda and its arrangement3.formal negotiation4.wrapping upnegotiation produce structure 谈判程序的结构1.determine interests and issues2.design and offer options3.introduce criteria to evaluate options4.estimate reservation points5.explore alternative to agreement6.reach an agreementstructure of business negotiation 贸易谈判的机构inquiry---offer---counteroffer—acceptancetarget level谈判三种目标1.desirable target :is what negotiations wish to attain but in reality ralely reach2.acceptable target :is what negotiation make all efforts to achieve3.bottom target :is what negotiations will defend and safeguard whichall their efforts信息的直接用途：problem solving信息的间接用途：strategic planningWhere to collect information信息的收集渠道1.international organizationernments3.service organization4.directories and newsletters5.online serviceFour cause of unwilling?不愿意做谈判准备的原因？ck of sensitivity2.limited cognitionck of familiarty4.inactivity and gambling mindfour steps 谈判准备的步骤？1.target decision2.collecting information3.staffing negotiation teams4.choice of negotiation venueswhen is the third party desired?什么时候选择第三方加入谈判？1.power is relatively lower than other counterpart2.relationship deteriorates and communicate close in a deadlock3.negotiation goes impasse and no alternative available4.established norms and standards hinder the processWhen to choose third party’s venue(何时选择第三方谈判地点)：1) First, the two negotiating parties are hostile and antagonistic to each other, or even engaged in a fighting against each other.2) Second, negotiation goes into an impasse and no sign of rapprochement, impossible to carry on negotiation in neither party’s place.3) Third, a dispute is stirred up when both parties strongly demand to host the negotiation.Win-win model 双赢模式1.determine each party’s own interest and needs2.find out the other party’s interests and demands3.discuss the possibilities of making concession4.reach on agreement of compromising or declare failurewin—lose model 输赢模式1. Determine each party’s own interests and stance2.Defend one’s own interests and stance3.Discuss the possibilities of making concession4.Reach on agreement of compromising or declare failure Collaborative Principled Negotiation four basic components(合作原则谈判的四个准则)：1.people: separate the people from problem2.interests: focus on interests but not positions3.gaining: invent options for mutual gain4.criteria: introduce objective criteriahow to tell a criterion is objective 如何客观品评判标准1.independent of wills and free from sentimental influence2.valid and realistic3.at least theoretically accepted by both sideshow to standards for successful negotiation判定谈判成功与否的标准1.satisfy the both valid interests, resolve the conflicts, protect interests2.highly efficient3.improve the relationshipneeds theory 需求理论五种1.physiological needs2.safety needs3.love and belonging needs4.esteem needs5.needs to for self-actualization6.needs to know and understand7.aesthetic needslaw of two level game 双层法规level 1 international level :relationship of interests and chances of success of negotiationNo change success possible success increasingLevel 2 domestic level :win—sets, the sets gain the necessary majority among the constituentsConclusion：the larger win—sets make the more likely an agreement at level 1the smaller win—sets can be a bargaining advantage for a country at level 哪些因素影响谈判力：1.motivation: A party’s power is increasing with decreasing of itsmotivation or the greater a party’s motivation is ,the weaker its relative.2.dependence: A party’s power is diminishing with increasing of itsdependence on the other party3.substitutes: one party’s independence increase and thus its power isstrengthened when there are more substitutes available for considerationHow to stimulate motivation(如何刺激对方的动机)：1.offering inducements2.demonstrating attractiveness3.getting external third party back4.placing a time limitHow to increase substitutes(如何增加拟方替代)：1.has alternatives which allow operating without the other party2.absorb the escalating cost of conflict3.can continue despite the other party’s discouraging effects on its supporterse expert counsel, persuasion, communication and legal, historial or moral precedents to gain access to alternativeDeterminants Affecting a person’s trustful or mistrustful behavior(影响人的信任或不信任行为的决定因素)：1. Unchangeable Elements: 1) childhood education; 2) professional or special training2. Changeable Elements: 1) past credit reward; 2) competence of others to perform a task 3) intentions of others; 4) reward systemEffect or trust 信任的效应结论Trust stimulates intellevtual development and originality, and leads to greater emotional stability and self-control. trust facilitates accepts and open of expression for establishing sound relationship among negotiating team members as well as between negotiating parties. Negotiations based conversely, mistrust provokes rejection and defensireness, damages vollaboration in a group with wish high level of mistrust, members signal of mistrust and expect mistrust from others, thus produce law level of trust.AC Model:1. Competing: mono policing; not listening; exaggerating; attacking2. Collaborating: sharing information & understanding; enlict finding a creative solution; cooperation; during3. Compromising: rushing to settle; pragmatism; seeking middle ground; setting for less optional solution4. Avoiding: skipping meetings; avoid people; withholding information; delaying5. Accommodating: shading the truth; giving in; bending rules; appeasing结论：the more stakes and power, the more assertiveness depends on alignment of interest and relationship; the more mutual interests and the more mutual trust, the more cooperativeness一次囚徒和多次囚徒的结论--one-short prison’s dilemma game rarely leads to cooperation--iterated prison’s dilemma games lead to cooperation and high trust两分法分类：reward system; relationship; tangible issues; assumptions; strategy usedHow to build a coalition(怎样建立谈判联盟)：1.Setting coalition targets：(1) parties who can join;(2) parties who may join;(3) parties who might join2. Building coalitions:(1) Understand the target parties’ interests(2)Appeal the target parties(3)Alert the target partiesHow to manage the coalition(怎样掌控谈判联盟)：1) Development a collective stance and view2) Clarify differences.3) Keep internal warring factor apart.4) Highlight real interests and deflate unrealistic expectations.Third parties第三方的种类1. conciliator function: go-between or matchmaker2. facilitator focus: process—focus--oriented function: listen, ask them to do, release blocks to the process3. mediator focus: process—focus--oriented content—focus--oriented function: listen, work together with parties4. arbitrator focus: content—focus--oriented function: listen, control the negotiation; develop his own solution if needed5. executive。