Chapter 1Bargaining讨价还价: competitive, win-lose 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: 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 :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: 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 situation，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 situation, 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分配式谈判: accepts the fact that there can only be one winner given the situation and pursues a course 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 use of existing resources;Conflict冲突: a potential consequence 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 beachieved simultaneously”.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 otherChapter 2target point(目标点): the point at which negotiator would like to conclude negotiationsresistance point(拒绝点): a negotiator’s bottom line, the most the buyer will pay or thesmallest amount the seller will settle forasking price(要价，索价):the initial price set by the sellerinitial offer(最初报价):the first number the buyer will quote to the seller bargaining range/settlement range/zone of potential agreement(谈判空间):the spreadbetween the resistance pointsa negative bargaining range(消极的谈判空间):the seller’s resistance point is above thebuyer’s, and the buyer won’t pay more than the seller will minimally accepta positive bargaining range(积极的谈判空间):the buyer’s resistance is above the theseller’s, and the buyer minimally willing to pay more than the seller is minimally willing tosell forbargaining mix(谈判组合):the package of issues for negotiationindirect assessment(间接估计):determining what information an individual likely used toset target and resistance point and how he or she interpreted this information selective presentation(选择性表述):negotiators reveal only the facts necessary tosupport their casecommitment(承诺):the taking of a bargaining position with some explicit of implicit pledgeregarding the future course of actionChapter 3Pareto efficient frontier(帕累托有效边界):the claiming value line is pushed towards theupper right-hand side to the fullest extent possible by creating value, and the line is calledthe Pareto efficient frontiercommon goal(共同目标):the goal that all parties share equally, each one benefiting in away that would not be possible if they did not work togethershared goal(共享目标):the goal that both parties work toward but that benefits each partydifferentlyjoint goal(联合目标):the goal that involves individuals with different personal goalsagreeing to combine them in a collective effortChapter 4Strategy（策略）：the pattern of plan that integrates an organization’s major targets, policies, and action sequences into a cohesive whole. Preparation（准备工作）: deciding what is important, defining goals, thinking ahead how to work together with the other party.Relationship building（建立关系）: getting to know the other party, understanding how you and the other are similar and different, and building commitment toward achieving a mutually beneficial set of outcomes. Information suing(使用信息): learning what you need to know about the issues, about the other party and their needs, about the feasibility of possible settlements, and about what might happen if you fail to reach agreement with the other side.Bidding(竞标): the process of making moves from one’s initial, ideal position to the actual outcome.Closing the deal(结束谈判):the objective of this stage is to build commitment to the agreement achieved in the previous phase. Both the negotiator and the other party have to assure themselves that they reached a deal they can be happy with, or at least accept.Implementing the agreement(履行协议): determining who needs to do what once the agreement is reached.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”.Positions(): an opening bid or a target pointSubstantive interests(实质性的利益): directly related to the focal issues under negotiationProcess-based interests(基于谈判过程的利益):related to how the negotiators behave as they negotiateRelationship-based interests(基于双方关系的利益):tied to the current or desired future relationship between the parties.Resistance point(拒绝点): 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. Alternatives(可替代的选择): other agreements negotiators could achieve and still meet their needs.Target point(目标点): one realistically expects to achieve a settlement and the asking price, representing the best deal one can hope to achieve. Chapter 5Perception(感知): The process by which individuals connect to their environment; the process of screening, selecting, and interpreting stimuli so that they have meaning to the individual.Stereotypes(心理定势): is a very common distortion of the perceptual process. It occurs when one individual assigns attributes to another solely on the basis of the other’s membership in a particular social or demographic category.Halo effects(晕轮效应): 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 based on the knowledge of one attribute of an individual.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.Projection(投射效应):When people assign to others the characteristics or feelings that they possess themselves.A frame(框架): The subjective mechanism through which people evaluate and make sense out of situations, leading them to pursue or avoid subsequent actions.Framing(制定框架):About focusing, shaping, and orgnizing the world around us -- making sense of a complex reality and defining it in terms that are meaningful to us.Substantive frame(实质型框架): What the conflict is about.Outcome frame(结果型框架): A party’s predisposition to achieving a specific result or outcome from the negotiation.Aspiration frame(抱负型框架): A predisposition toward satisfying a broader set of interests or needs in negotiation.Process frame(过程型框架): How the parties will go about resolving their disputes.Identity frame(识别型框架): How the parties define “who they are”. Characterization frame(描述型框架): how the parties define the other parties.Loss-gain frame(输-赢型框架): how the parties define the risk or reward associated with particular outcomes.Escalation of commitment(承诺的扩大): The tendency for an individual to make decisions that stick with a failing course of action.Mythical fixed-pie beliefs(固定蛋糕观念): 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.Anchoring and adjustment(基准调节): cognitive biases in anchoring and adjustment are related to the effect of the standard (or anchor) against which subsequent adjustments are made during negotiation.Issue framing and risk(谈判框架的制定方式与风险): the way a negotiation is framed can make negotiators more or less risk averse or risk seeking. Availability of information(信用的可用性): in negotiation, the availability bias operates when information that is presented in vivid, colorful, or attention-getting ways becomes easy to recall, and thus also becomes central and critical in evaluating events and options.The winner’s curse(赢家的诅咒): the tendency of negotiators, particularly in an auction setting, to settle quickly on an item and thensubsequently feel discomfort about a negotiation win that comes too easily. Overconfidence(自负): the tendency of negotiators to believe that their ability to be correct or accurate is greater than is actually true. The law of small numbers(小数法则): in decision theory, the law of small numbers refers to the tendency of people to draw conclusions from sample sizes. In negotiation, the law of small numbers applies to the way negotiator learn and extrapolate from their own experience.Self-serving biases(感知错误): The tendency to overestimate the causal role of personal or internal factors and underestimate the causal role of situational or external factors, when explaining another person’s behavior.Endowment effect(捐赠效应): The tendency to overvalue something you own or believe you possess.Reactive devaluation(缺乏考虑): The process of devaluing the other party’s concessions simply because the other party made them.Chapter 6Encoding(编码)：is the process by which messages are put into symbolic form. Channels(渠道)：are the conduits by which messages are carried from one party to another.Decoding(解码)：is the process of translating messages from their symbolic form into a form that makes sense.Meanings(含义)：are the facts, ideas, feelings, reactions, or thoughts thatexist within individuals and act as a set of filters for interpreting the decoded messages.Feedback(反馈)：is the process by which the receiver reacts to the sender’s message.Temporal synchrony bias(时间同步偏差):is the tendency for negotiators to behave as if they are in synchronous situation when they are not. Burned bridge bias(烧毁的桥梁偏差)：is the tendency for individuals to employ risky behavior during e-mail negotiations that they could not use during a face-to-face encounter.Squeaky wheel bias(吱吱响的车轮偏差)：is the tendency for e-mail negotiators to use a negative emotional style to achieve their goals.Sinister attribution bias(险恶的归因偏差)occurs when one mistakenly assumes that another’s behavior is caused by personality flaws, while overlooking the role of situational factors.Chapter 7Power（权力）：in negotiation, power means the capabilities negotiators can assemble to give themselves an advantage or increase the probability of achieving their objectives.Power in action(行动中的权力)：i s the actual messages and tactics an individual undertakes in order to change the attitudes and/or behaviors of others.Expert power(专家权力)：derived from having unique, in-depth informationabout a subject.Reward power(奖赏权力)：derived by being able to reward others for doing what needs to be done.Coercive power(强制权力)：derived by being able to punish others for not doing what needs to be done.Legitimate power(法律权力)：derived from holding an office or formal title in some organization and using the powers that are associated with that office. a vice president or director)Referent power(参照权力)：derived from the respect or admiration one command because of attributes like personality, integrity, interpersonal style, and the like.Information power(信息权力)：is derived from the negotiator’s ability to assemble and organize facts and data to support his or her position, arguments, or desired outcomes.Chapter 8Central route (中央路径)：occurs when motivation and ability to scrutinize issue-relevant arguments are relatively high.Peripheral rou te (边缘路径): is characterized by subtle cues and context with less cognitive processing of the messageMessage content(消息内容): when constructing arguments to persuade the other party ,negotiators need to decide what topics and facts they should includeMessage components(消息组成): negotiators help the other party understand and accept their big ideas by breaking them into smaller, more understandable piecesOne-sided message(单面消息): ignore arguments and opinions that might support the other party’s positionTwo-sided message(双面消息): ignore the competition , mention and describe the opposing point of view, and then show how and why it is less desirable than the presenter’s point of viewPersonal reputation for integrity(个人正直之荣誉): the quality that assures people you can be trusted, you will be honest, and you will do as you sayStatus differences(地位差异):occupation\age\education level\the neighborhood where a people lives, dress, type of automobile, and the like Ingratiation(逢迎): enhancing the other’s self-image or reputation through statements or actions, and thus enhancing one’s own image in the same wayReciprocity(互惠主义): when you receive sth from another person, you should respond in the future with a favor in returnSocial proof(社会认同) people look to determine the correct response in many situationsScarcity(缺乏): when things are less available, they will have more influenceChapter 9Ethics(道德标准): broadly applied social standards for what is right or wrong in a particular situation, or a process for setting those standards Ethical(道德的): appropriate as determined by some standard of moral conductPrudent(审慎的); wise, based on trying to understand the efficacy of the tactic and the consequences it might have on the relationship with the other Practical(实际的): what a negotiator can actually make happen in a given situationLegal(法定的); what the law defines as acceptable practiceEnd-result ethics(归宿伦理): rightness of an action is determined by considering consequenceDuty ethics(责任伦理): rightness of an action is determined by considering obligations to apply universal standards and principlesSocial contraction(社会收缩); rightness of an action is determined by the customs and norms of a communityPersonalistic ethics(人格伦理观): rightness of an action is determined by one’s conscienceA Misrepresentation(误传); an affirmative misstatement of sthA knowing misrepresentation（知道误传）: you know that what you say is false when you say itA fact（事实）: an objective fact, to be legal, in theoryReliance\caution(警示): for a deceptive statement to be legally fraudulent , the receiver must prove that he or she relied on the info and that doing so caused harmMachiavellianism(权术主义); a pragmatic and expedient view of human nature Locus of control(控制源); the degree to which they believe the outcomes they obtain are a result of their own ability and effort versus fate or chanceA preconventional leve l(前习俗水平): the individual is concerned with concrete outcomes that meet his or her own immediate needs, particularly external rewards and punishmentsA conventional level(习俗水平): the individual defines what is right on the basis of what his immediate social situation and peer group endorses or what society in general seems to wantA principled level(原则水平): the individual defines what is right on the basis of some broader set of universal values and principlesCall the tactic(调用策略): indicate to the other side that you know he is bluffing or lyingIgnore the tactic: if you are aware that the other party is bluffing or lying, simply ignore itChapter 10Environmental context（环境因素）：The environmental context includes environmental forces that neither negotiator controls that influence thenegotiation.Immediate context（直接因素）：The immediate context includes factors over which negotiators appear to have some control.Uncertainty Avoidance（不确定性）：Uncertainty avoidance indicates to what extent a culture programs its members to feel either uncomfortable or comfortable in unstructured situations.Negotiation metaphors（谈判隐喻）：Negotiation metaphors are coherent，holistic meaning systems，which have been developed and cultivated in particular socio-cultural environments，function to interpret，structure，and organize social action in negotiation.Chapter 11Impasse（僵局）：Impasse is a condition or state of conflict in which there is no apparent quick or easy resolution.Postdeal negotiations（事后交易谈判）：Postdeal negotiations are negotiation that occur as an existing agreement is expiring.Intradeal negotiations（事间交易谈判）： Intradeal negotiations occur when an agreement states that negotiations should be reopened at specific intervals.Extradeal negotiations（额外交易谈判) ： Extradeal negotiationsoccur when it appears that there is a violation of the contract，or in the absence of a contract reopening clause.Cognitive resolution（认知解决）：Cognitive resolution is needed to changehow the parties view the situation.Emotional resolution（情感解决）：Emotional resolution involves changing how parties feel about the impasse and the other party，as well as reducing the amount of emotional energy they put into the negotiation. Behavioral resolution(行为解决）：Behavioral resolution explicitly addresses what people will do in the future and how agreements they make about the future will be realized.Active listening'（积极倾听）：One can let the other party know that both the content and emotional strength of his or her message have been heard and understood，but that does not mean that one agrees with it. Chapter 12The shadow negotiation影子谈判: The shadow negotiation occurs in parallel with the substantive negotiation and is connected with how the negotiation will proceed.Social contract实质性谈判：a Social contract regarding how the negotiation will proceed, who has influence and power, and what the boundaries of the negotiation are;Hard tactics恶劣战术：the distributive tactics that the other party uses in a negotiation to put pressure on negotiations to do something that is not in their best interest;Ultimatum最后通牒：an ultimatum is an attempt to induce compliance or force concessions from a presumably recalcitrant opponent;Clarity清晰：clarity means to use language that is as precise as possible when managing a difficult conversation;Tone 语调： tone is the nonverbal aspect of the conversation and it includes intonation, facial expressions, conscious and unconscious body language; Temperate phrasing适度的措辞：Temperate phrasing involves choosing language carefully to deliver a message that will not provoke the other side;Chapter 13ADR替代争议解决方案alternative dispute resolution;Mediation调解：Mediation is the most common third-party intervention and negotiators surrender control over the process while maintaining control over outcomes;Content mediation内容调解:helping the parties manage trade-offs;Issue identification问题识别：enabling the parties to prioritize the issues;Positive framing of the issues问题的积极建构：focusing on desired, positively stated outcomes;Moderate conflict中等水平的冲突：situations in which tension is apparent and tempers are beginning to fray, but negotiations have not deteriorated to the point of physical violence or irrevocably damaging threats and actions;Process consultation过程咨询：a set of activities on the part of theconsultant that helps the client to perceive ,understand, and act upon the process events which occur in the client’s environment;Chapter 14无。
