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2024年3月21日发(作者：幂函数基本公式)
商务英语口语：45个国际商务谈判术语
商务英语有很多的发展方向，比如翻译、外贸、教师等等很多选择。不过，不管你希
望往哪个方向去发展，一些国际通用的谈判知识，还是可以先了解的。下面我们就来看下，
专业的商务谈判中，各种技巧及原则的英文释义吧！
1、Bargaining讨价还价 petitive, win-lose situations.
2、Selective perception 选择性感知
When the perceiver singles out certain information that supports a prior
belief and filters out information that does not confirm that belief.
3、Intangibles无形因素
intangible factors are the underlying psychological motivations that may
directly or indirectly influence the parties during a negotiation.
4、Interdependent相互依赖
when the parties depend on each other to achieve their own preferredoute
they are interdependent.
5、Negotiator’s dilemma谈判者的困境 the choice of whether to pursue a
claiming value strategy is described as the “negotiator’s dilemma”.
6、initial offer最初报价
the first number the buyer will e to the seller.
7、petitive situation竞争性情形:
when the goals of two or more people are interconnected so that only one
can achieve the goal, this is petitive 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”.
8、Mutual-gainssituation相互获益情形: 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.
9、BATNA达成谈判协议的最佳选择
an acronym for best alternative to a negotiated agreement.
10、Thedilemma of honesty诚实困境 it concerns how much of the truth to tell
the other party.
11、Thedilemma of trust信任困境
it concerns how much should negotiators believe what the other party tells
them.
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