搜索
Chapter1Bargaining讨价还价:competitive,win-losesituations;Negotiation谈判:win-winsituations;Intangibles无形因素:intangiblefactorsaretheunderlyingpsychologicalmotivationsthatmaydirectlyorindirectlyinfluencethepartiesduringanegotiation;Interdependent相互依赖:whenthepartiesdependoneachothertoachievetheirownpreferredoutcometheyareinterdependent;Independentparties独立各方:Independentpartiesareabletomeettheirownneedswithoutthehelpofothers;theycanberelativelydetached,indifferentanduninvolvedwithothers;Dependentparties完全依赖各方:Dependentpartiesmustrelyonothersforwhattheyneedsincetheyneedthehelp,benevolence,orcooperationoftheother,thedependentpartymustacceptandaccommodatetothatprovider’swhimsandidiosyncrasies;Competitivesituation竞争性情形:whenthegoalsoftwoormorepeopleareinterconnectedsothatonlyonecanachievethegoal,thisiscompetitivesituation,alsoknownasazero-sumordistributivesituation，inwhich“individualsaresolinkedtogetherthatthereisanegativecorrelationbetweentheirgoalattainments”;Mutual-gainssituation相互获益情形:Whenparties’goalsarelinkedsothatoneperson’sgoalachievementhelpsotherstoachievetheirgoals,itisamutual-gainssituation,alsoknownasanon-sumorintegrativesituation;BATNA(达成谈判协议的最佳选择)anacronymforbestalternativetoanegotiatedagreement;Thedilemmaofhonesty诚实困境:itconcernshowmuchofthetruthtotelltheotherparty;Thedilemmaoftrust信任困境:itconcernshowmuchshouldnegotiatorsbelievewhattheotherpartytellsthem;Distributivebargaining分配式谈判:acceptsthefactthattherecanonlybeonewinnergiventhesituationandpursuesacourseofactiontobethatwinner;Integrativebargaining共赢争价:attemptstofindsolutionssobothpartiescandowellandachievetheirgoals;Claimvalue主张价值:todowhateverisnecessarytoclaimthereward,gainthelion’sshare,orgainthelargestpiecepossible;Createvalue创造价值:tofindawayforallpartiestomeettheirobjectives,eitherbyidentifyingmoreresourcesorfindinguniquewaystoshareandcoordinatetheuseofexistingresources;Conflict冲突:apotentialconsequenceofinterdependentrelationshipsisconflict.Conflictmaybedefinedasa“sharpdisagreementoropposition,asofinterests,ideas,etc.”andincludes“theperceiveddivergenceofinterest,orabeliefthattheparties’currentaspirationscannotbeachievedsimultaneously”.Contending争夺战略:actorspursuingthecontendingstrategypursuetheirownoutcomesstronglyandshowlittleconcernforwhethertheotherpartyobtainshisorherdesiredoutcomes;Yielding屈服战略:actorspursuingtheyieldingstrategyshowlittleinterestorconcerninwhethertheyattaintheirownoutcomes,buttheyarequiteinterestedinwhethertheotherpartyattainshisorheroutcomes;Inaction不作为战略:actorspursuingtheinactionstrategyshowlittleinterestinwhethertheyattaintheirownout-comes,aswellaslittleconcernabouttheotherpartyobtainshisorheroutcomes;Problemsolving解决问题战略:actorspursuingtheproblemsolvingstrategyshowhighconcernforattainingtheirownoutcomesandhighconcernforwhethertheotherChapter2targetpoint(目标点):thepointatwhichnegotiatorwouldliketoconcludenegotiationsresistancepoint(拒绝点):anegotiator’sbottomline,themostthebuyerwillpayorthesmallestamountthesellerwillsettleforaskingprice(要价，索价):theinitialpricesetbythesellerinitialoffer(最初报价):thefirstnumberthebuyerwillquotetothesellerbargainingrange/settlementrange/zoneofpotentialagreement(谈判空间):thespreadbetweentheresistancepointsanegativebargainingrange(消极的谈判空间):theseller’sresistancepointisabovethebuyer’s,andthebuyerwon’tpaymorethanthesellerwillminimallyacceptapositivebargainingrange(积极的谈判空间):thebuyer’sresistanceisabovethetheseller’s,andthebuyerminimallywillingtopaymorethanthesellerisminimallywillingtosellforbargainingmix(谈判组合):thepackageofissuesfornegotiationindirectassessment(间接估计):determiningwhatinformationanindividuallikelyusedtosettargetandresistancepointandhowheorsheinterpretedthisinformationselectivepresentation(选择性表述):negotiatorsrevealonlythefactsnecessarytosupporttheircasecommitment(承诺):thetakingofabargainingpositionwithsomeexplicitofimplicitpledgeregardingthefuturecourseofactionChapter3Paretoefficientfrontier(帕累托有效边界):theclaimingvaluelineispushedtowardstheupperright-handsidetothefullestextentpossiblebycreatingvalue,andthelineiscalledtheParetoefficientfrontiercommongoal(共同目标):thegoalthatallpartiesshareequally,eachonebenefitinginawaythatwouldnotbepossibleiftheydidnotworktogethersharedgoal(共享目标):thegoalthatbothpartiesworktowardbutthatbenefitseachpartydifferentlyjointgoal(联合目标):thegoalthatinvolvesindividualswithdifferentpersonalgoalsagreeingtocombinetheminacollectiveeffortChapter4Strategy（策略）：thepatternofplanthatintegratesanorganization’smajortargets,policies,andactionsequencesintoacohesivewhole.Preparation（准备工作）:decidingwhatisimportant,defininggoals,thinkingaheadhowtoworktogetherwiththeotherparty.Relationshipbuilding（建立关系）:gettingtoknowtheotherparty,understandinghowyouandtheotheraresimilaranddifferent,andbuildingcommitmenttowardachievingamutuallybeneficialsetofoutcomes.Informationsuing(使用信息):learningwhatyouneedtoknowabouttheissues,abouttheotherpartyandtheirneeds,aboutthefeasibilityofpossiblesettlements,andaboutwhatmighthappenifyoufailtoreachagreementwiththeotherside.Bidding(竞标):theprocessofmakingmovesfromone’sinitial,idealposition