商务英语专业术语.docx

商务英语专业术语.docx

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商务英语专业术语

商务英语专业术语

Bargaining讨价还价，Selectiveperception选择性感知，Interdependent相互依赖，Competitivesituation竞争性情形，Thedilemmaofhonesty诚实困境。

1.Bargaining

　　讨价还价

　　competitive,win-losesituations;

　　2.Selectiveperception

　　选择性感知:

　　Whentheperceiversinglesoutcertaininformationthatsupportsapriorbeliefandfiltersoutinformationthatdoesnotconfirmthatbelief.

　　3.Intangibles

　　无形因素:

　　intangiblefactorsaretheunderlyingpsychologicalmotivationsthatmaydirectlyorindirectlyinfluencethepartiesduringanegotiation;

　　4.Interdependent

　　相互依赖:

　　whenthepartiesdependoneachothertoachievetheirownpreferred

　　outcometheyareinterdependent;

　　5.Negotiatorrsquo;sdilemma

　　谈判者的困境:

　　thechoiceofwhethertopursueaclaimingvaluestrategyisdescribedasthenegotiatorrsquo;sdilemma.

　　6.initialoffer

　　最初报价:

　　thefirstnumberthebuyerwillquotetotheseller

　　7.Competitivesituation

　　竞争性情形:

　　whenthegoalsoftwoormorepeopleareinterconnectedsothatonlyonecanachievethegoal,thisiscompetitivesituation,alsoknownasazero-sumordistributivesituation，inwhichindividualsaresolinkedtogetherthatthereisanegativecorrelationbetweentheirgoalattainments;

　　8.Mutual-gainssituation

　　相互获益情形:

　　Whenpartiesrsquo;goalsarelinkedsothatonepersonrsquo;sgoalachievementhelpsotherstoachievetheirgoals,itisamutual-gainssituation,alsoknownasanon-sumorintegrativesituation;

　　9.BATNA

　　达成谈判协议的最佳选择:

　　anacronymforbestalternativetoanegotiatedagreement;

　　10.Thedilemmaofhonesty

　　诚实困境:

　　itconcernshowmuchofthetruthtotelltheotherparty;

　　11.Thedilemmaoftrust

　　信任困境:

　　itconcernshowmuchshouldnegotiatorsbelievewhattheotherpartytellsthem;

　　12.Distributivebargaining

　　分配式谈判:

　　acceptsthefactthattherecanonlybeonewinnergiventhesituationandpursuesacourseofactiontobethatwinner;

　　13.Integrativebargaining

　　共赢争价:

　　attemptstofindsolutionssobothpartiescandowellandachievetheirgoals;

　　14.Claimvalue

　　主张价值:

　　todowhateverisnecessarytoclaimthereward,gainthelionrsquo;sshare,orgainthelargestpiecepossible;

　　15.Createvalue

　　创造价值:

　　tofindawayforallpartiestomeettheirobjectives,eitherbyidentifyingmoreresourcesorfindinguniquewaystoshareandcoordinatetheuseofexistingresources;

　　16.Stereotypes

　　心理定势:

　　isaverycommondistortionoftheperceptualprocess.Itoccurswhenoneindividualassignsattributestoanothersolelyonthebasisoftheotherrsquo;smembershipinaparticularsocialordemographiccategory.

　　17.Contending

　　争夺战略:

　　actorspursuingthecontendingstrategypursuetheirownoutcomesstronglyandshowlittleconcernforwhethertheotherpartyobtainshisorherdesiredoutcomes;

　　18.Yielding

　　屈服战略:

　　actorspursuingtheyieldingstrategyshowlittleinterestorconcerninwhethertheyattaintheirownoutcomes,buttheyarequiteinterestedinwhethertheotherpartyattainshisorheroutcomes;

　　19.Inaction

　　不作为战略:

　　actorspursuingtheinactionstrategyshowlittleinterestinwhethertheyattaintheirownout-comes,aswellaslittleconcernabouttheotherpartyobtainshisorheroutcomes;

　　20.Problemsolving

　　解决问题战略:

　　actorspursuingtheproblemsolvingstrategyshowhighconcernforattainingtheirownoutcomesandhighconcernforwhethertheother

　　21.targetpoint

　　目标点:

　　thepointatwhichnegotiatorwouldliketoconcludenegotiations

　　22.resistancepoint

　　拒绝点:

　　anegotiatorrsquo;sbottomline,themostthebuyerwillpayorthesmallestamountthesellerwillsettlefor

　　23.apositivebargainingrange

　　积极的谈判空间:

　　thebuyerrsquo;sresistanceisabovethethesellerrsquo;s,andthebuyerminimallywillingtopaymorethanthesellerisminimallywillingtosellfor

　　24.Reciprocity

　　互惠主义:

　　whenyoureceivesthfromanotherperson,youshouldrespondinthefuturewithafavorinreturn

　　25.Thewinnerrsquo;scurse

　　赢家的诅咒:

　　thetendencyofnegotiators,particularlyinanauctionsetting,tosettlequicklyonanitemandthensubsequentlyfeeldiscomfortaboutanegotiationwinthatcomestooeasily.

　　26.Process-basedinterests

　　基于谈判过程的利益:

　　relatedtohowthenegotiatorsbehaveastheynegotiate

　　27.indirectassessment

　　间接估计:

　　determiningwhatinformationanindividuallikelyusedtosettargetandresistancepointandhowheorsheinterpretedthisinformation

　　28.selectivepresentation

　　选择性表述:

　　negotiatorsrevealonlythefactsnecessarytosupporttheircase

　　29.Paretoefficientfrontier

　　帕累托有效边界：

　　theclaimingvaluelineispushedtowardstheupperright-handsidetothefullestextentpossiblebycreatingvalue,andthelineiscalledtheParetoefficientfrontier

　　30.sharedgoal（共享目标）:

　　thegoalthatbothpartiesworktowardbutthatbenefitseachpartydifferently

　　31.jointgoal

　　联合目标:

　　thegoalthatinvolvesindividualswithdifferentpersonalgoalsagreeingtocombinetheminacollectiveeffort

　　32.Endowmenteffect

　　捐赠效应:

　　Thetendencytoovervaluesomethingyouownorbelieveyoupossess.

　　33.Relationship-basedinterests

　　基于双方关系的利益:

　　tiedtothecurrentordesiredfuturerelationshipbetweentheparties.

　　34.Resistancepoint

　　拒绝点:

　　aresistancepointistheplacewhereyoudecidethatyoushouldabsolutelystopthenegotiationratherthancontinuebecauseanysettlementbeyondthispointisnotminimallyacceptable.

　　35.Alternatives

　　可替代的选择:

　　otheragreementsnegotiatorscouldachieveandstillmeettheirneeds.

　　36.Targetpoint

　　目标点:

　　onerealisticallyexpectstoachieveasettlementandtheaskingprice,representingthebestdealonecanhopetoachieve.

　　37.Haloeffects

　　晕轮效应:

　　ratherthanusingapersonrsquo;sgroupmembershipasabasisforclassification,however,haloeffectsoccurwhenpeoplegeneralizeaboutavarietyofattributesbasedontheknowledgeofoneattributeofanindividual.

　　38.Projection

　　投射效应:

　　Whenpeopleassigntoothersthecharacteristicsorfeelingsthattheypossessthemselves.

　　39.Mythicalfixed-piebeliefs

　　固定蛋糕观念:

　　thosewhobelieveinthemythicalfixed-pieassumethereisnopossibilityforintegrativesettlementsandmutuallybeneficialtrade-offs,andtheysuppresseffortstosearchforthem.

　　40.Anchoringandadjustment

　　基准调节:

　　cognitivebiasesinanchoringandadjustmentarerelatedtotheeffectofthestandard（oranchor）againstwhichsubsequentadjustmentsaremadeduringnegotiation.

　　41.Issueframingandrisk

　　谈判框架的制定方式与风险:

　　thewayanegotiationisframedcanmakenegotiatorsmoreorlessriskaverseorriskseeking.

　　42.Availabilityofinformation

　　信用的可用性:

　　innegotiation,theavailabilitybiasoperateswheninformationthatispresentedinvivid,colorful,orattention-gettingwaysbecomeseasytorecall,andthusalsobecomescentralandcriticalinevaluatingeventsandoptions.

　　43.Thelawofsmallnumbers

　　小数法则:

　　indecisiontheory,thelawofsmallnumbersreferstothetendencyofpeopletodrawconclusionsfromsamplesizes.Innegotiation,thelawofsmallnumbersappliestothewaynegotiatorlearnandextrapolatefromtheirownexperience.

　　44.Self-servingbiases

　　感知错误:

　　Thetendencytooverestimatethecausalroleofpersonalorinternalfactorsandunderestimatethecausalroleofsituationalorexternalfactors,whenexplaininganotherpersonrsquo;sbehavior.

　　45.Ultimatum

　　最后通牒：

　　anultimatumisanattempttoinducecomplianceorforceconcessionsfromapresumablyrecalcitrantopponent.