Chapter 1
Bargaining讨价还价： competitive, win-lo situations；
Negotiation谈判: win-win situations;
Intangibles无形因素: intangible factors are the underlying psychological motivations that may directly or indirectly influence the parties during a negotiation；
Interdependent相互依赖： when the parties depend on each other to achieve their own preferred outcome they are interdependent;
Independent parties独立各方爱词典: Independent parties are able to meet their own needs without the help of others； they can be relatively detached， indifferent and uninvolved with others;
Dependent parties完全依赖各方玛丽亚凯莉演唱会 : Dependent parties must rely on others for what they need since they need the help, benevolence, or cooperation of the other, the dependent party must accept and accommodate to that provider’s whims and idiosyncrasies;
Competitive situation竞争性情形天津会计从业资格证: 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-sum or distributive situationfirst name，in which “individuals are so linked together that there is a negative correlation between their goal attainments”；
Mutual—gains situation相互获益情形: When parties' goals are linked so that one person's goal achievement helps others to achieve their goals, it is a mutual—gains situationdataacquisition, also known as a non-sum or integrative situation;
BATNA(达成谈判协议的最佳选择) an acronym for best alternative to a negotiated agreement;
The dilemma of honesty诚实困境: it concerns how much of the truth to tell the other party;
The dilemma of trust信任困境： it concerns how much should negotiators believe what the other party tells them；
Distributive bargaining詹姆斯布朗特分配式谈判: accepts the fact that there can only be one winner given the situation and pursues a cour of action to be that winner;
Integrative bargaining共赢争价： attempts to find solutions so both parties can do well and achieve their goals;
Claim value主张价值： to do whatever is necessary to claim the reward， gain the lion's share, or gain the largest piece possible；
Create value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 u of existing resources;
Cvoaspecialonflict冲突： a potential conquence of interdependent relationships is conflict. Conflict may be defined as a “sharp disagreement or opposition, as of interests, ideas, etc.” and includes “the perceived divergence of interest, or a belief that the parties’ current aspirations cannot be achieved simultaneously”.
玛利亚 莎拉波娃
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；
Yielding屈服战略: actors pursuing the yielding strategy show little interest or concern in whether they attain their own outcomes, but they are quite interested in whether the other party attains his or her outcomes；
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；
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
Chapter 2
时间刻度target point(目标点): the point at which negotiator would like to conclude negotiations
resistance point（拒绝点）: a negotiator’s bottom line， the most the buyer will pay or the
smallest amount the ller will ttle for
asking price（要价，索价)：the initial price t by the ller
initial offer（最初报价)：the first number the buyer will quote to the ller
bargaining range/ttlement range/zone of potential agreement（谈判空间）：the spread
state of grace
between the resistance points
a negative bargaining range(消极的谈判空间)：the ller’s resistance point is above the
buyer’s, and the buyer won't pay more than the ller will minimally accept
a positive bargaining range(积极的谈判空间）:the buyer's resistance is above the the
ller’s， and the buyer minimally willing to pay more than the ller is minimally willing to
ll for
bargaining mix（谈判组合):the package of issues for negotiation
indirect asssment(间接估计)：determining what information an individual likely ud to
t target and resistance point and how he or she interpreted this information
lective prentation(选择性表述）:negotiators reveal only the facts necessary to
support their ca
commitment（承诺):the taking of a bargaining position with some explicit of implicit pledge
regarding the future cour of action
Chapter 3
Pareto efficient frontier（帕累托有效边界）:the claiming value line is pushed towards the
