商務英語有很多的發展方向，比如翻譯、外貿、教師等等很多選擇。不過，不管你希望往哪個方向去發展，一些國際通用的談判知識，還是可以先了解的。下面我們就來看下，專業的商務談判中，各種技巧及原則的英文釋義吧！

1.Bargaining討價還價

competitive, win-lose situations;




2.Selective perception選擇性感知: When the perceiver singles out certain information that supports a prior belief and filters out information that does not confirm that belief.




3.Intangibles無形因素: intangible factors are the underlying psychological motivations that may directly or indirectly influence the parties during a negotiation;




4.Interdependent相互依賴: when the parties depend on each other to achieve their own preferredoutcome they are interdependent;




5.Negotiator’s dilemma

談判者的困境:

the choice of whether to pursue a claiming value strategy is described as the “negotiator’s dilemma”.




6.initial offer最初報價:the first number the buyer will quote to the seller




7.Competitive situation競爭性情形:

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相互獲益情形:

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達成談判協議的最佳選擇:an acronym for best alternative to a negotiated agreement;




10.Thedilemma of honesty誠實困境:

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分配式談判: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共贏爭價: attempts to find solutions so both parties can do well and achieve their goals;




14.Claimvalue主張價值: to do whatever is necessary to claim the reward, gain the lion’s share, or gain the largest piece possible;




15.Createvalue創造價值: 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;




16.Stereotypes心理定勢: 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爭奪戰略: 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屈服戰略: 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不作為戰略:

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解決問題戰略:

actors pursuing the problem solving strategy show high concern for attaining their own outcomes and high concern for whether the other21.target point目標點: the point at which negotiator would like toconclude negotiations22.resistance point拒絕點: a negotiator’s bottom line, the mostthe buyer will pay or the smallest amount the seller will settle for23.a positive bargaining range積極的談判空間: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互惠主義: when you receive sth from another person, you should respond in the future with a favor in return




25.The winner’s curse贏家的詛咒: 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.




26.Process-basedinterests基于談判過程的利益:related to how the negotiators behave as they negotiate




27.indirect assessment間接估計:determining what information an individual likely used to set target and resistance point and how he or she interpreted this information




28.selective presentation選擇性表述:negotiators reveal only the facts necessary to support their case




29.Pareto efficient frontier帕累托有效邊界：the claiming value line is pushed towards the upper right-hand side to the fullest extent possibleby creating value, and the line is called the Pareto efficient frontier




30.shared goal(共享目標):the goal that both parties work toward but that benefits each party differently




31.joint goal聯合目標:the goal thatinvolves individuals with different personal goals agreeing to combine them in a collective effort




32.Endowment effect

捐贈效應: The tendency to overvalue something you ownor believe you possess.




33.Relationship-basedinterests

基于雙方關系的利益: tied to the current or desired future relationship between theparties.




34.Resistance point拒絕點: a resistance point is the place where you decide that you should absolutely stop the negotiation rather than continue because any settlement beyond this point is not minimally acceptable.




35.Alternatives可替代的選擇: other agreements negotiators couldachieve and still meet their needs.




36.Target point目標點: one realistically expects to achievea settlement and the asking price, representing the best deal one can hope toachieve.

37.Halo effects暈輪效應: rather than using a person’s group membership as a basis for classification, however,halo effects occur when people generalize about a variety of attributes basedon the knowledge of one attribute of an individual.




38.Projection投射效應:When people assign to others the characteristics or feelings that they possess themselves.




39.Mythical fixed-pie beliefs固定蛋糕觀念: those who believe in the mythical fixed-pie assume there is no possibility for integrative settlements and mutually beneficial trade-offs, and they suppress efforts to search for them.




40.Anchoring and adjustment基準調節:

cognitive biases in anchoring and adjustmentare related to the effect of the standard (or anchor) against which subsequent adjustments are made during negotiation.

41.Issue framing and risk談判框架的制定方式與風險:

the way a negotiation is framedcan make negotiators more or less risk averse or risk seeking.




42.Availability of information信用的可用性:in negotiation, the availabilitybias operates when information that is presented in vivid, colorful, orattention-getting ways becomes easy to recall, and thus also becomes centraland critical in evaluating events and options.




43.The law of small numbers小數法則:in decision theory, the law of small numbersrefers to the tendency of people to draw conclusions from sample sizes. Innegotiation, the law of small numbers applies to the way negotiator learn and extrapolate from their own experience.




44.Self-serving biases感知錯誤: The tendency to overestimate the causal roleof personal or internal factors and underestimate the causal role of situationalor external factors, when explaining another person’s behavior.




45.Ultimatum最后通牒：an ultimatum is an attempt to induce compliance or force concessions from a presumably recalcitrant opponent.