国际商务谈判.doc

1.Whynegotiationoccurs?(3)
(1)toagreeonhowtoshareordividealimitedresource,suchasland,property,time
(2)tocreatesthnewthatneitherpartycoulddoonhisorherown
(3)toresolveaproblemordisputebetweentheparties
2.Levelsofconflict(4)
(1)intrapersonalorintrapsychicconflict内心冲突(2)interpersonalconflict人际冲突
(3)intragroupconflict组内冲突(4)intergroupconflict组织间冲突
3.Tacticsforclosingadeal
(1)providealternatives(2)assumetheclose(3)splitthedifference
(4)explodingoffers(5)sweeteners好处
4.dealingwithTypicalhardballtactics（goodcop/badcoplowball/highballbogey）
(1)ignorethem(2)discussthem(3)respondinkind(4)co-opttheotherparty指派
5.Exploredifferentwaystologroll互相捧场
(1)exploredifferencesinriskpreference(2)exploredifferencesinexpectations(3)timepreferences
6.thetypesof循环协议theagreementcircumplex
(1)compromise(2)logroll(3)modify(4)expand(5)bridge(6)costcutting⑺superordinate⑻compensate
7.Thetypesofgoals
⑴commongoal⑵sharedgoal⑶jointgoal
8.CognitiveBiasesinNegotiation
⑴IrrationalEscalationofCommitment.⑵MythicalFixed-PieBelief.
⑶AnchoringandAdjustment⑷IssueFramingandRisk
⑸AvailabilityofInformation.⑹TheWinner’sCurse.
⑺Overconfidence.⑻TheLawofSmallNumbers.
⑼self-servingbiases.⑽EndowmentEffect
⑾IgnoringOther’sCognitions.⑿ReactiveDevaluation.
9.TypesofFrames
(1)Substantive—whattheconflictabout.
(2)Outcome—aparty’spredispositiontoachievingaspecificresultoroutcome.
(3)Aspiration—apredispositiontowardsatisfyingabroadersetofinterestorneeds.
(4)Process–howthepartieswillgoaboutresolvingtheirdispute.
(5)Identify–howthepartiesdefine“whotheyare”.
(6)Characterization—howthepartiesdefinetheotherparties.
(7)Loss-gain—howthepartiesdefinetheriskorreward
10.Distinctionbetweenmood’sandemotion’scharacteristics:
specificity,intensity,duration(持续)
11．Inordertounderstandnegotiationbetter,thereare3notes
①useoflanguage②useofnonverbalcommunication③selectionofacommunicationchannel.
12.Whatisincludedinsocialaccounts?
⑴explanationsofmitigatingcircumstances⑵explanationsofexoneratingcircumstances
⑶reframingexplanation
13.Whatarethet