商務英語口語：一些國際商務談判術語

商務英語很多內容都是設計到國際金融商務方面，談判也是經典的商務場景。其中有很多的專業術語，學生們掌握之後，對於你的商務英語口語、閱讀、寫作都是有不小的幫助的。下面就和小編一起來看看常見的這些國際商務談判術語吧。

aining

討價還價

competitive, win-lose situations;

ctive 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.

ngibles

無形因素:

intangible factors are the underlying psychological motivations that may directly or indirectly influence the parties during a negotiation;

rdependent

相互依賴:

when the parties depend on each other to achieve their own preferred

outcome they are interdependent;

tiator’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”.

ial offer

最初報價:

the first number the buyer will quote to the seller

etitive 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”;

al-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;

A

達成談判協議的最佳選擇:

an acronym for best alternative to a negotiated agreement;

ilemma of honesty

誠實困境:

it concerns how much of the truth to tell the other party;

ilemma of trust

信任困境:

it concerns how much should negotiators believe what the other party tells them;

ributive 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;

grative bargaining

共贏爭價:

attempts to find solutions so both parties can do well and achieve their goals;

mvalue

主張價值:

to do whatever is necessary to claim the reward, gain the lion’s share, or gain the largest piece possible;

tevalue

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;

eotypes

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.

ending

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;

ding

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;

tion

不作爲戰略:

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;

lem 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 other

et point

目標點:

the point at which negotiator would like toconclude negotiations

stance point

拒絕點:

a negotiator’s bottom line, the mostthe buyer will pay or the smallest amount the seller will settle for

23.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

procity

互惠主義:

when you receive sth from another person, you should respond in the future with a favor in return

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.

ess-basedinterests

基於談判過程的利益:

related to how the negotiators behave as they negotiate

rect 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

ctive presentation

選擇性表述:

negotiators reveal only the facts necessary to support their case

to efficient frontier

帕累託有效邊界：

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

ed goal(共享目標):

the goal that both parties work toward but that benefits each party differently

t goal

聯合目標:

the goal thatinvolves individuals with different personal goals agreeing to combine them in a collective effort

wment effect

捐贈效應:

The tendency to overvalue something you ownor believe you possess.

tionship-basedinterests

基於雙方關係的利益:

tied to the current or desired future relationship between theparties.

stance 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.

rnatives

可替代的選擇:

other agreements negotiators couldachieve and still meet their needs.

et point

目標點:

one realistically expects to achievea settlement and the asking price, representing the best deal one can hope toachieve.

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.

ection

投射效應:

When people assign to others the characteristics or feelings that they possess themselves.

ical 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.

oring 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.

e 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.

lability 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.

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.

-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.

matum

最後通牒：

an ultimatum is an attempt to induce compliance or force concessions from a presumably recalcitrant opponent.

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。專業的商務談判中，各種技巧及原則的英文釋義我們都需要了解一些。