Negotiations谈判： A negotiation is a process of communication between parties to manage conflicts in order for them to come to an agreement, solve a problem or make arrangements.
Conflicts冲突： A conflict is dispute, disagreement or argument between two or more interdependent parties who have different and common interests.
阳光姐姐Stakes利益： Stakes are the value of benefits that may be gained or lost， and the costs that may be incurred or avoided.
Information信息: Information is generally esteemed as a valuable commodity in a n that it has power to reduce uncertainty。
Power能力: is a social phenomenon ,which endows people with control
Negotiation power谈判力： Negotiation power is the ability that one negotiator can make u of to control over and affect the other side's decision making and to resolve the dispute and attain the target of negotiation。
Trust信任: trust means increasing your vulnerability to another person who behavior is not under your control in a situation in which the penalty, lo or deprivation you would suffer if the other person abus or fails to protect your vulnerability is substantially greater than the benefits, reward or satisfaction you would gain if the other person fulfills or protect your vulnerability。
Distributive Negotiation两分法谈判： the most common kind in business activities， are also named as “zero-sum games” becau the sum of the two parties’ interests are constant, which means A gain is at the expens of B’s interests。
Coalition谈判联盟： A coalition is defined as two or more parties from different political, social or economic groups coordinate their actions or combine their resources to achieve a particular aim becau they believe that together they will have a better chance of reaching their goals the parately。
Culture文化： Culture is also defined as an integrated system of learned behavior patterns that are characteristic of the members of any given society.
Negotiation produce 谈判程序步骤
1.introduction of team member
2.negotiation agenda and its arrangement
3.formal negotiation
4.wrapping up
灵芝作用
negotiation produce structure 谈判程序的结构
1.determine interests and issues
2.模具设计与制造design and offer options
3.带山字旁的字introduce criteria to evaluate options
4.estimate rervation points
5.explore alternative to agreement
6.reach an agreement
structure of business negotiation 贸易谈判的机构
inquiry—-—offer-——counteroffer—acceptance
target level谈判三种目标
1.desirable target ：is what negotiations wish to attain but in reality ralely
reach
2.acceptable target :is what negotiation make all efforts to achieve
3.bottom target ：is what negotiations will defend and safeguard which all their efforts
信息的直接用途：problem solving
信息的间接用途：strategic planning
Where to collect information信息的收集渠道
1.international organization
2.governments
3.rvice organization
4.directories and newsletters
5.online rvice
Four cau of unwilling？不愿意做谈判准备的原因?
1.lack of nsitivity
2.limited cognition
3.lack of familiarty
4.inactivity and gambling mind
four steps 谈判准备的步骤？
1.target decision
2.collecting information
3.staffing negotiation teams
4.choice of negotiation venues
when is the third party desired？什么时候选择第三方加入谈判？
1.power is relatively lower than other counterpart
2.relationship deteriorates and communicate clo in a deadlock
3.negotiation goes impas and no alternative available
4.established norms and standards hinder the process
When to choo third party’s venue（何时选择第三方谈判父女情深地点):
1) First, the two negotiating parties are hostile and antagonistic to each other， or even engaged in a fighting against each other。
2) Second， negotiation goes into an impas and no sign of rapprochement， impossible to carry on negotiation in neither party's place。
3) Third, a dispute is stirred up when both parties strongly demand to host the negotiation。
Win-win model 双赢模式
1.determine each party’s own interest and needs
2.写给女儿的话find out the other party’s interests and demands
3.discuss the possibilities of making concession
4.reach on agreement of compromising or declare failure
win—lo model 输赢模式
1. Determine each party's own interests and stance
2.Defend one’s own interests and stance
3.Discuss the possibilities of making concession
4.Reach on agreement of compromising or declare failure
Collaborative Principled Negotiation four basic components(合作原则谈判的四个准则）：龙耀华府
1.people： parate the people from problem
2。interests: focus on interests but not positions
