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competitive,win-losesituations;

2.Selectiveperception

选择性感知:

Whentheperceiversinglesoutcertaininformationthatsupportsapriorbeliefandfiltersoutinformationthatdoesnot/confirm/ithatbelief.

3.Intangibles无形因素:

intangiblefactorsaretheunderlyingpsychologicalmotivationsthatmaydirectlyorindirectlyinfluencethepartiesduringanegotiation;

4.Interdependent相互依赖:

whenthepartiesdependoneachothertoachievetheirownpreferred

outcometheyareinterdependent;

5.Negotiator’sdilemma谈判者的困境:thechoiceofwhethertopursueaclaimingvaluestrategyisdescribedasthenegotiator’sdilemma".

6.initialoffer

thefirstnumberthebuyerwillquotetotheseller

7.Competitivesituation竞争性情形:whenthegoalsoftwoormorepeopleareinterconnectedsothatonlyonecanachievethegoal,thisiscompetitivesituation,alsoknownasazero-sumordistributivesituation，inwhichindividualsaresolinkedtogetherthatthereisanegativecorrelationbetweentheirgoalattainments";

8.Mutual-gainssituation相互获益情形:Whenparties’goalsarelinkedsothatoneperson’sgoalachievementhelpsotherstoachievetheirgoals,itisamutual-gainssituation,alsoknownasanon-sumorintegrativesituation;

9.BATNA达成谈判协议的很佳选择:

anacronymforbestalternativetoanegotiatedagreement;

10.Thedilemmaofhonesty诚实困境:itconcernshowmuchofthetruthtotelltheotherparty;

11.Thedilemmaoftrust信任困境:

itconcernshowmuchshouldnegotiatorsbelievewhattheotherpartytellsthem;

12.Distributivebargaining

分配式谈判:

acceptsthefactthattherecanonlybeonewinnergiventhesituationandpursuesacourseofactiontobethatwinner;

13.Integrativebargaining

共赢争价:

attemptstofindsolutionssobothpartiescandowellandachievetheirgoals;

14.Claimvalue

主张价值:

todowhateverisnecessarytoclaimthereward,gainthelion’sshare,orgainthelargestpiecepossible;

15.Createvalue

创造价值:

tofindawayforallpartiestomeettheirobjectives,eitherbyidentifyingmoreresourcesorfindinguniquewaystoshareandcoordinatetheuseofexistingresources;

16.Stereotypes心理定势:

isaverycommondistortionoftheperceptualprocess.Itoccurswhenoneindividualassignsattributestoanothersolelyonthebasisoftheother’smembershipinaparticularsocialordemographiccategory.

17.Contending争夺战略:

actorspursuingthecontendingstrategypursuetheirownoutcomesstronglyandshowlittleconcernforwhethertheotherpartyobtainshisorherdesiredoutcomes;

18.Yielding

屈服战略:

actorspursuingtheyieldingstrategyshowlittleinterestorconcerninwhethertheyattaintheirownoutcomes,buttheyarequiteinterestedinwhethertheotherpartyattainshisorheroutcomes;

19.Inaction

不作为战略:actorspursuingtheinactionstrategyshowlittleinterestinwhethertheyattaintheirownout-comes,aswellaslittleconcernabouttheotherpartyobtainshisorheroutcomes;

20.Problemsolving解决问题战略:actorspursuingtheproblemsolvingstrategyshowhighconcernforattainingtheirownoutcomesandhighconcernforwhethertheother

21.targetpoint目标点:thepointatwhichnegotiatorwouldliketoconcludenegotiations

22.resistancepoint拒绝点:

anegotiator’sbottomline,themostthebuyerwillpayorthesmallestamountthesellerwillsettlefor

23.apositivebargainingrange积极的谈判空间:thebuyer’sresistanceisabovethetheseller’s,andthebuyerminimallywillingtopaymorethanthesellerisminimallywillingtosellfor

24.Reciprocity互惠:

whenyoureceivesthfromanotherperson,youshouldrespondinthefuturewithafavorinreturn

25.Thewinner’scurse

赢家的诅咒:thetendencyofnegotiators,particularlyinanauctionsetting,tosettlequicklyonanitemandthensubsequentlyfeeldiscomfortaboutanegotiationwinthatcomestooeasily.