(完整版)国际商务谈判知识点
1关键词语
What is a negotiation?
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.谈判是各方为化解冲突而进行沟通的过程，目的是使各方达成一项协议、解决一个问题或做出某种安排。
Factors in a successful negotiation
1. Result of mutual taking and giving共同的给予和获取的结果
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2. The existence of conflicts and collaboration 冲突与合作并存
3.Every party can exercise（行使） veto right（否决权） to the results of the negotiation各方都可对谈判决议行使否决权
What is a conflict ?
A conflict is a dispute, disagreement or argument between two or more interdependent parties who have different and common interests. 冲突是发生在两个或更多既有不同利益又有共同利益的相互依赖的当事人之间的对抗、争执或不同意见。
Stakes are the value of benefits that may be gained or lost,and costs that may be incurred or avoided.利益是指（通过谈判）可以获得的利益或者是失去的利益及可以引发或者是避免的成本。
Four points
1.The negotiations are pertinent to relevant parties’ interests.谈判是对于各方具有利害关系的事件
2.All parties have to pay for the gaining, but what they will get is determined by how well negotiators manage the situation.谈判各方必须有所付出才能获取利益，但所获取利益取决于谈判者如何应对谈判
3.What they will get is also determined by the current situation.所获取利益也取决于谈判
时的事态发展现状
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4.Negotiators have to balance the relation between the current interests and long-term interests.谈判者必须对眼前利益和长远利益之间作出权衡
2谈判结构
ⅡGeneral Structure of Negotiation
1.Determine interests and issues确定利益与议题
Negotiators should identify their own interests and the other side’s interests (specially their underlying interests) and find out what issues are involved.
2.Design and offer options设计和提出方案
Set forth suggestions and options
Generate a number of options before making a final decision
3.Introduce criteria to evaluate options引入评价方案的标准
For their own interests, all parties will examine and evaluate all suggested options according to their own criteria to find out the most favorable one .
4.Estimate reservation points估计各自的保留点和底线
5.Explore alternatives to agreement寻求达成协议的替代方案
If the agreement is important, negotiators should come up with some alternative suggestions compromising all parties’ interests.
6.Reach an agreement达成最终协议
BATNA Best Alternative to a Negotiated Agreement
谈判协议最佳替代方案[BATNA是罗杰·费希尔（Roger Fisher）和威廉·尤里（William Ury）在他们所著的经典文章Getting to Yes中所提出来的。知道你的BATNA就意味着如果目前的谈判没有成功，你对应该做什么和将要发生什么心中有数。]
What you will do if an agreement is NOT reached
What is the best result you would get if you walked away from this negotiation?
If you don’t sell your house, what will you do with it?虎皮兰怎么养
Keep it on the market indefinitely; Rent it out; Let someone house-sit(代为照管房屋） in return for maintenance   
Alternatives are OUTSIDE the negotiation
Figure out the value of your BATNA, and then you know what your base for negotiation is. There may be several alternatives, the BATNA is the one you would choose.
The BATNA may be a course of action or a set of decisions contingent on（视...而定）the resolution of uncertainty.
Reservation Price (bottom line)
保留价格（又称免谈价格）是你在谈判中所能接受的最低条件或价格。
The least favorable point at which one will accept a deal烽烟起寻爱似浪淘沙
The “walk-away”
Example: you are looking for larger office space.  You set your BATNA at $20/SF and your Reservation Price at $30/SF（square foot平方英尺）
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“Zone of Potential Agreement” (ZOPA)可达成协议的空间。是指可以达成一桩交易的空间。谈判各方的保留价格决定着可达成协议的空间的界限，该空间存在于谈判各方的保留价格限度相互重叠的区域内。
ZOPA: Series of points on a line between the bottom line of both parties where settlement is possible.
1.Enquiry询盘
Business negotiations in international trade usually start with an enquiry by an importer to an exporter, asking for the price list, catalogues, samples and details about the goods or trade terms and conditions. However, as some times, an exporter can initiate the negotiation by making an enquiry to a foreign importer, including his intention of selling certain goods to the Latter. It is worthy of note that whoever makes an enquiry is not liable for the buying or the selling. And the opposite side, at the same time, can make no reply at all. But, according to the commercial practice the receiver of an enquiry will respond without delay in the usual form of a quotation, an offer, or a bid.

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