商务英语有很多的发展方向，比如翻译、外贸、教师等等很多选择。不过，不管你希望往哪个方向去发展，一些国际通用的谈判知识，还是可以先了解的。下面我们就来看下，专业的商务谈判中，各种技巧及原则的英文释义吧！
1.Bargaining讨价还价competitive, win-lose situations;
2.Selective perception
选择性感知:
When the perceiver singles out certain information that supports a prior belief and filters out information that does not confirm that belief.
3.Intangibles无形因素:
intangible factors are the underlying psychological motivations that may directly or indirectly influence the parties during a negotiation;
4.Interdependent相互依赖:
when the parties depend on each other to achieve their own preferred
outcome they are interdependent;
5.Negotiator’s dilemma谈判者的困境:the choice of whether to pursue a claiming value strategy is described as the “negotiator’s dilemma”.
6.initial offer
the first number the buyer will quote to the seller
7.Competitive situation竞争性情形: when the goals of two or more people are interconnected so that only one can achieve the goal, this is competitive situation, also known as a zero-sumor distributive situation，in which “individuals are so linked together that there is a negative correlation between their goal attainments”;
8.Mutual-gainssituation相互获益情形: When parties’ goals arelinked so that one person’s goal achievement helps others to achieve theirgoals, it is a mutual-gains situation,also known as a non-sum or integrative situation;
9.BATNA达成谈判协议的很佳选择:
an acronym for best alternative to a negotiated agreement;
10.Thedilemma of honesty诚实困境: it concerns how much of the truth to tell the other party;
11.Thedilemma of trust信任困境:
it concerns how much should negotiators believe what the other party tells them;
12.Distributive bargaining
分配式谈判:
accepts the fact that there can only be one winner given the situation and pursues a course of action to be that winner;
13.Integrative bargaining
共赢争价:
attempts to find solutions so both parties can do well and achieve their goals;
14.Claimvalue
主张价值:
to do whatever is necessary to claim the reward, gain the lion’s share, or gain the largest piece possible;
15.Createvalue
创造价值:
to find a way for all parties to meet their objectives, either by identifying more resources or finding unique ways to share and coordinate the use of existing resources;
is a very common distortion of the perceptual process. It occurs when one individual assigns attributes to anothersolely on the basis of the other’s membership in a particular social or demographic category.
17.Contending争夺战略:
actors pursuing the contending strategy pursue their own outcomes strongly and show little concern for whether the other party obtains his or her desired outcomes;
18.Yielding
屈服战略:
actors pursuing the yielding strategy show little interest orconcern in whether they attain their own outcomes, but they are quite interested in whether the other party attains his or her outcomes;
19.Inaction
不作为战略: actors pursuing the inaction strategy show little interest in whether they attain their own out-comes, as well as little concern about the other party obtains his or her outcomes;
20.Problem solving解决问题战略: actors pursuing the problem solving strategy show high concern for attaining their own outcomes and high concern for whether the other
21.target point目标点: the point at which negotiator would like toconclude negotiations
22.resistance point拒绝点:
a negotiator’s bottom line, the mostthe buyer will pay or the smallest amount the seller will settle for
23.a positive bargaining range积极的谈判空间:the buyer’s resistance is above the the seller’s, and the buyer minimally willing to pay morethan the seller is minimally willing to sell for
24.Reciprocity互惠:
when you receive sth from another person, you should respond in the future with a favor in return
25.The winner’s curse
赢家的诅咒: the tendency of negotiators, particularly inan auction setting, to settle quickly on an item and then subsequently feel discomfort about a negotiation win that comes too easily.
