Chapter1Bargaining討價(jià)還價(jià)：competitive,win-losesituations;Negotiation談判：win-winsituations;Intangibles無形因素：intangiblefactorsaretheunderlyingpsychologicalmotivationsthatmaydirectlyorindirectlyinfluencethepartiesduringanegotiation;Interdependent相互依賴：whenthepartiesdependoneachothertoachievetheirownpreferredoutcometheyareinterdependent;Independentparties獨(dú)立各方：Independentpartiesareabletomeettheirownneedswithoutthehelpofothers;theycanberelativelydetached,indifferentanduninvolvedwithothers;Dependentparties完全依賴各方:Dependentpartiesmustrelyonothersforwhattheyneedsincetheyneedthehelp,benevolence,orcooperationoftheother,thedependentpartymustacceptandaccommodatetothatprovider'swhimsandidiosyncrasies;Competitivesituation競爭性情形：whenthegoalsoftwoormorepeopleareinterconnectedsothatonlyonecanachievethegoal,thisiscompetitivesituation,alsoknownasazero-sumordistributivesituation，inwhich“individualsaresolinkedtogetherthatthereisanegativecorrelationbetweentheirgoalattainments”Mutual—gainssituation相互獲益情形：Whenparties'goalsarelinkedsothatoneperson'sgoalachievementhelpsotherstoachievetheirgoals,itisamutual-gainssituation,alsoknownasanon—sumorintegrativesituation;BATNA（達(dá)成談判協(xié)議的最佳選擇）anacronymforbestalternativetoanegotiatedagreement;Thedilemmaofhonesty誠實(shí)困境：itconcernshowmuchofthetruthtotelltheotherparty;Thedilemmaoftrust信任困境：itconcernshowmuchshouldnegotiatorsbelievewhattheotherpartytellsthem;Distributivebargaining分配式談判：acceptsthefactthattherecanonlybeonewinnergiventhesituationandpursuesacourseofactiontobethatwinner;Integrativebargaining共贏爭價(jià)：attemptstofindsolutionssobothpartiescandowellandachievetheirgoals;Claimvalue主張價(jià)值：todowhateverisnecessarytoclaimthereward,gainthelion'sshare,orgainthelargestpiecepossible;Createvalue創(chuàng)造價(jià)值：tofindawayforallpartiestomeettheirobjectives,eitherbyidentifyingmoreresourcesorfindinguniquewaystoshareandcoordinatetheuseofexistingresources;Conflict沖突：apotentialconsequenceofinterdependentrelationshipsisconflict.Conflictmaybedefinedasa“sharpdisagreementoropposition,asofinterests,ideas,etc.”andincludes“theperceiveddivergenceofinterest,orabeliefthattheparties'currentaspirationscannotbeachievedsimultaneously”.Contending爭奪戰(zhàn)略：actorspursuingthecontendingstrategypursuetheirownoutcomesstronglyandshowlittleconcernforwhethertheotherpartyobtainshisorherdesiredoutcomes;Yielding屈服戰(zhàn)略：actorspursuingtheyieldingstrategyshowlittleinterestorconcerninwhethertheyattaintheirownoutcomes,buttheyarequiteinterestedinwhethertheotherpartyattainshisorheroutcomes;Inaction不作為戰(zhàn)略：actorspursuingtheinactionstrategyshowlittleinterestinwhethertheyattaintheirownout-comes,aswellaslittleconcernabouttheotherpartyobtainshisorheroutcomes;Problemsolving解決問題戰(zhàn)略：actorspursuingtheproblemsolvingstrategyshowhighconcernforattainingtheirownoutcomesandhighconcernforwhethertheotherChapter2targetpoint（目標(biāo)點(diǎn)）：thepointatwhichnegotiatorwouldliketoconcludenegotiationsresistancepoint（拒絕點(diǎn)）：anegotiator'sbottomline,themostthebuyerwillpayorthesmallestamountthesellerwillsettleforaskingprice（要價(jià)，索價(jià)）：theinitialpricesetbythesellerinitialoffer（最初扌報(bào)價(jià)）：thefirstnumberthebuyerwillquotetothesellerbargainingrange/settlementrange/zoneofpotentialagreement（談判空間）：thespreadbetweentheresistancepointsanegativebargainingrange（消極的談判空間）：theseller'sresistancepointisabovethebuyer's,andthebuyerwon'tpaymorethanthesellerwillminimallyacceptapositivebargainingrange（積極的談判空間）：thebuyer'sresistanceisabovethetheseller's,andthebuyerminimallywillingtopaymorethanthesellerisminimallywillingtosellforbargainingmix（談判組合）：thepackageofissuesfornegotiationindirectassessment（間接估計(jì)）：determiningwhatinformationanindividuallikelyusedtosettargetandresistancepointandhowheorsheinterpretedthisinformationselectivepresentation（選擇性表述）：negotiatorsrevealonlythefactsnecessarytosupporttheircasecommitment（承諾）：thetakingofabargainingpositionwithsomeexplicitofimplicitpledgeregardingthefuturecourseofactionChapter3Paretoefficientfrontier（帕累托有效邊界）：theclaimingvaluelineispushedtowardstheupperright-handsidetothefullestextentpossiblebycreatingvalue,andthelineiscalledtheParetoefficientfrontiercommongoal（共同目標(biāo)）：thegoalthatallpartiesshareequally,eachonebenefitinginawaythatwouldnotbepossibleiftheydidnotworktogethersharedgoal（共享目標(biāo)）：thegoalthatbothpartiesworktowardbutthatbenefitseachpartydifferentlyjointgoal（聯(lián)合目標(biāo)）：thegoalthatinvolvesindividualswithdifferentpersonalgoalsagreeingtocombinetheminacollectiveeffortChapter4Strategy（策略）：thepatternofplanthatintegratesanorganization'smajortargets,policies,andactionsequencesintoacohesivewhole.Preparation（準(zhǔn)備工作）：decidingwhatisimportant,defininggoals,thinkingaheadhowtoworktogetherwiththeotherparty.Relationshipbuilding（建立關(guān)系）：gettingtoknowtheotherparty,understandinghowyouandtheotheraresimilaranddifferent,andbuildingcommitmenttowardachievingamutuallybeneficialsetofoutcomes.Informationsuing（使用信息）：learningwhatyouneedtoknowabouttheissues,abouttheotherpartyandtheirneeds,aboutthefeasibilityofpossiblesettlements,andaboutwhatmighthappenifyoufailtoreachagreementwiththeotherside.Bidding（競標(biāo)）：theprocessofmakingmovesfromone'sinitial,idealpositiontotheactualoutcome.Closingthedeal（結(jié)束談判）：theobjectiveofthisstageistobuildcommitmenttotheagreementachievedinthepreviousphase.Boththenegotiatorandtheotherpartyhavetoassurethemselvesthattheyreachedadealtheycanbehappywith,oratleastaccept.Implementingtheagreement（履行協(xié)議）：determiningwhoneedstodowhatoncetheagreementisreached.Negotiator'sdilemma（談判者的困境）：thechoiceofwhethertopursueaclaimingvaluestrategyisdescribedasthe“negotiator'sdilemma”.Positions（）：anopeningbidoratargetpointSubstantiveinterests（實(shí)質(zhì)性的利益）：directlyrelatedtothefocalissuesundernegotiationProcess-basedinterests（基于談判過程的利益）：relatedtohowthenegotiatorsbehaveastheynegotiateRelationship-basedinterests（基于雙方關(guān)系的利益）：tiedtothecurrentordesiredfuturerelationshipbetweentheparties.Resistancepoint（拒絕點(diǎn)）：aresistancepointistheplacewhereyoudecidethatyoushouldabsolutelystopthenegotiationratherthancontinuebecauseanysettlementbeyondthispointisnotminimallyacceptable.Alternatives（可替代的選擇）：otheragreementsnegotiatorscouldachieveandstillmeettheirneeds.Targetpoint（目標(biāo)點(diǎn)）：onerealisticallyexpectstoachieveasettlementandtheaskingprice,representingthebestdealonecanhopetoachieve.Chapter5Perception（感^口）：Theprocessbywhichindividualsconnecttotheirenvironment;theprocessofscreening,selecting,andinterpretingstimulisothattheyhavemeaningtotheindividual.Stereotypes（心理定勢）：isaverycommondistortionoftheperceptualprocess.Itoccurswhenoneindividualassignsattributestoanothersolelyonthebasisoftheother'smembershipinaparticularsocialordemographiccategory.Haloeffects（暈輪效應(yīng)）：ratherthanusingaperson'sgroupmembershipasabasisforclassification,however,haloeffectsoccurwhenpeoplegeneralizeaboutavarietyofattributesbasedontheknowledgeofoneattributeofanindividual.Selectiveperception（選擇性感^口）：Whentheperceiversinglesoutcertaininformationthatsupportsapriorbeliefandfiltersoutinformationthatdoesnotconfirmthatbelief.Projection（投射效應(yīng)）：Whenpeopleassigntoothersthecharacteristicsorfeelingsthattheypossessthemselves.Aframe（框架）：Thesubjectivemechanismthroughwhichpeopleevaluateandmakesenseoutofsituations,leadingthemtopursueoravoidsubsequentactions.Framing（制定框架）：Aboutfocusing,shaping,andorgnizingtheworldaroundus-makingsenseofacomplexrealityanddefiningitintermsthataremeaningfultous.Substantiveframe（實(shí)質(zhì)型框架）：Whattheconflictisabout.Outcomeframe（結(jié)果型框架）：Aparty'spredispositiontoachievingaspecificresultoroutcomefromthenegotiation.Aspirationframe（抱負(fù)型框架）：Apredispositiontowardsatisfyingabroadersetofinterestsorneedsinnegotiation.Processframe（過程型框架）：Howthepartieswillgoaboutresolvingtheirdisputes.Identityframe（識別型框架）：Howthepartiesdefine“whotheyare".Characterizationframe（描述型框架）：howthepartiesdefinetheotherparties.Loss-gainframe（輸—贏型框架）：howthepartiesdefinetheriskorrewardassociatedwithparticularoutcomes.Escalationofcommitment（承諾的擴(kuò)大）：Thetendencyforanindividualtomakedecisionsthatstickwithafailingcourseofaction.Mythicalfixed—piebeliefs（固定蛋糕觀念）：thosewhobelieveinthemythicalfixed-pieassumethereisnopossibilityforintegrativesettlementsandmutuallybeneficialtrade-offs,andtheysuppresseffortstosearchforthem.Anchoringandadjustment（基準(zhǔn)調(diào)節(jié)）：cognitivebiasesinanchoringandadjustmentarerelatedtotheeffectofthestandard（oranchor）againstwhichsubsequentadjustmentsaremadeduringnegotiation.Issueframingandrisk（談判框架的制定方式與風(fēng)險(xiǎn)）：thewayanegotiationisframedcanmakenegotiatorsmoreorlessriskaverseorriskseeking.Availabilityofinformation（信用的可用性）：innegotiation,theavailabilitybiasoperateswheninformationthatispresentedinvivid,colorful,orattention-gettingwaysbecomeseasytorecall,andthusalsobecomescentralandcriticalinevaluatingeventsandoptions.Thewinner'scurse（贏家的詛咒）：thetendencyofnegotiators,particularlyinanauctionsetting,tosettlequicklyonanitemandthensubsequentlyfeeldiscomfortaboutanegotiationwinthatcomestooeasily.Overconfidence（自負(fù)）：thetendencyofnegotiatorstobelievethattheirabilitytobecorrectoraccurateisgreaterthanisactuallytrue.Thelawofsmallnumbers（小數(shù)法貝U）:indecisiontheory,thelawofsmallnumbersreferstothetendencyofpeopletodrawconclusionsfromsamplesizes.Innegotiation,thelawofsmallnumbersappliestothewaynegotiatorlearnandextrapolatefromtheirownexperience.Self-servingbiases（感知錯(cuò)誤）：Thetendencytooverestimatethecausalroleofpersonalorinternalfactorsandunderestimatethecausalroleofsituationalorexternalfactors,whenexplaininganotherperson'sbehavior.Endowmenteffect（捐贈(zèng)效應(yīng)）：Thetendencytoovervaluesomethingyouownorbelieveyoupossess.Reactivedevaluation（缺乏考慮）：Theprocessofdevaluingtheotherparty'sconcessionssimplybecausetheotherpartymadethem.Chapter6Encoding（編碼）：istheprocessbywhichmessagesareputintosymbolicform.Channels（渠道）：aretheconduitsbywhichmessagesarecarriedfromonepartytoanother.Decoding（解碼）：istheprocessoftranslatingmessagesfromtheirsymbolicformintoaformthatmakessense.Meanings（含義）：arethefacts,ideas,feelings,reactions,orthoughtsthatexistwithinindividualsandactasasetoffiltersforinterpretingthedecodedmessages.Feedback（反饋）：istheprocessbywhichthereceiverreactstothesender'smessage.Temporalsynchronybias（時(shí)間同步偏差）：isthetendencyfornegotiatorstobehaveasiftheyareinsynchronoussituationwhentheyarenot.Burnedbridgebias（燒毀的橋梁偏差）：isthetendencyforindividualstoemployriskybehaviorduringe-mailnegotiationsthattheycouldnotuseduringaface-to-faceencounter.Squeakywheelbias（吱吱響的車輪偏差）：isthetendencyfore-mailnegotiatorstouseanegativeemotionalstyletoachievetheirgoals.Sinisterattributionbias（險(xiǎn)惡的歸因偏差）occurswhenonemistakenlyassumesthatanother'sbehavioriscausedbypersonalityflaws,whileoverlookingtheroleofsituationalfactors.Chapter7Power（權(quán)力）：innegotiation,powermeansthecapabilitiesnegotiatorscanassembletogivethemselvesanadvantageorincreasetheprobabilityofachievingtheirobjectives.Powerinaction（行動(dòng)中的權(quán)力）：istheactualmessagesandtacticsanindividualundertakesinordertochangetheattitudesand/orbehaviorsofothers.Expertpower（專家權(quán)力）：derivedfromhavingunique,in-depthinformationaboutasubject.Rewardpower（獎(jiǎng)賞權(quán)力）：derivedbybeingabletorewardothersfordoingwhatneedstobedone.Coercivepower（強(qiáng)制權(quán)力）：derivedbybeingabletopunishothersfornotdoingwhatneedstobedone.Legitimatepower（法律權(quán)力）：derivedfromholdinganofficeorformaltitleinsomeorganizationandusingthepowersthatareassociatedwiththatoffice（e.g.avicepresidentordirector）Referentpower（參照權(quán)力）：derivedfromtherespectoradmirationonecommandbecauseofattributeslikepersonality,integrity,interpersonalstyle,andthelike.Informationpower（信息權(quán)力）：isderivedfromthenegotiator'sabilitytoassembleandorganizefactsanddatatosupporthisorherposition,arguments,ordesiredoutcomes.Chapter8Centralroute（中央路徑）：occurswhenmotivationandabilitytoscrutinizeissue-relevantargumentsarerelativelyhigh.Peripheralroute（邊緣路徑）:ischaracterizedbysubtlecuesandcontextwithlesscognitiveprocessingofthemessageMessagecontent（消息內(nèi)容）：whenconstruetingargumentstopersuadetheotherparty,negotiatorsneedtodecidewhattopicsandfactstheyshouldincludeMessagecomponents（消息組成）：negotiatorshelptheotherpartyunderstandandaccepttheirbigideasbybreakingthemintosmaller,moreunderstandablepiecesOne-sidedmessage（單面消息）：ignoreargumentsandopinionsthatmightsupporttheotherparty'spositionTwo-sidedmessage（雙面消息）：ignorethecompetition,mentionanddescribetheopposingpointofview,andthenshowhowandwhyitislessdesirablethanthepresenter'spointofviewPersonalreputationforintegrity（個(gè)人正直之榮譽(yù)）：thequalitythatassurespeopleyoucanbetrusted,youwillbehonest,andyouwilldoasyousayStatusdifferences（地位差異）：occupation\age\educationlevel、theneighborhoodwhereapeoplelives,dress,typeofautomobile,andthelikeIngratiation（逢迎）：enhancingtheother'sself-imageorreputationthroughstatementsoractions,andthusenhancingone'sownimageinthesamewayReciprocity（互惠主義）：whenyoureceivesthfromanotherperson,youshouldrespondinthefuturewithafavorinreturnSocialproof（社會(huì)認(rèn)同）peoplelooktodeterminethecorrectresponseinmanysituationsScarcity（缺乏）：whenthingsarelessavailable,theywillhavemoreinfluenceChapter9Ethics（道德標(biāo)準(zhǔn)）：broadlyappliedsocialstandardsforwhatisrightorwronginaparticularsituation,oraprocessforsettingthosestandardsEthical（道德的）：appropriateasdeterminedbysomestandardofmoralconductPrudent（審慎的）；wise,basedontryingtounderstandtheefficacyofthetacticandtheconsequencesitmighthaveontherelationshipwiththeotherPractical（實(shí)際的）：whatanegotiatorcanactuallymakehappeninagivensituationLegal（法定的）；whatthelawdefinesasacceptablepracticeEnd-resultethics（歸宿倫理）：rightnessofanactionisdeterminedbyconsideringconsequenceDutyethics（責(zé)任倫理）：rightnessofanactionisdeterminedbyconsideringobligationstoapplyuniversalstandardsandprinciplesSocialcontraction（社會(huì)收縮）；rightnessofanactionisdeterminedbythecustomsandnormsofacommunityPersonalisticethics（人格倫理觀）：rightnessofanactionisdeterminedbyone'sconscienceAMisrepresentation（誤傳）；anaffirmativemisstatementofsthAknowingmisrepresentation（知道誤傳）：youknowthatwhatyousayisfalsewhenyousayitAfact（事實(shí)）：anobjectivefact,tobelegal,intheoryReliance\caution（警示）：foradeceptivestatementtobelegallyfraudulent,thereceivermustprovethatheorshereliedontheinfoandthatdoingsocausedharmMachiavellianism（權(quán)術(shù)主義）；apragmaticandexpedientviewofhumannatureLocusofcontrol（控制源）；thedegreetowhichtheybelievetheoutcomestheyobtainarearesultoftheirownabilityandeffortversusfateorchanceApreconventionallevel（前習(xí)俗水平）：theindividualisconcernedwithconcreteoutcomesthatmeethisorherownimmediateneeds,particularlyexternalrewardsandpunishmentsAconventionallevel（習(xí)俗水平）：theindividualdefineswhatisrightonthebasisofwhathisimmediatesocialsituationandpeergroupendorsesorwhatsocietyingeneralseemstowantAprincipledlevel（原貝U水平）：theindividualdefineswhatisrightonthebasisofsomebroadersetofuniversalvaluesandprinciplesCallthetactic（調(diào)用策略）：indicatetotheothersidethatyouknowheisbluffingorlyingIgnorethetactic:ifyouareawarethattheotherpartyisbluffingorlying,simplyignoreitChapter10Environmentalcontext（環(huán)境因素）：Theenvironmentalcontextincludesenvironmentalforcesthatneithernegotiatorcontrolsthatinfluencethenegotiation.Immediatecontext（直接因素）：Theimmediatecontextincludesfactorsoverwhichnegotiatorsappeartohavesomecontrol.UncertaintyAvoidance（不確定性）：Uncertaintyavoidanceindicatestowhatextentacultureprogramsitsmemberstofeeleitheruncomfortableorcomfortableinunstructuredsituations.Negotiationmetaphors（談判隱喻）：Negotiationmetaphorsarecoherentholisticmeaningsystems，whichhavebeendevelopedandcultivatedinparticularsocio-culturalenvironments，functiontointerpret，structure，andorganizesocialactioninnegotiation.Chapter11Impasse（僵局）：Impasseisaconditionorstateofconflictinwhichthereisnoapparentquickoreasyresolution.Postdealnegotiations（事后交易談判）：Postdealnegotiationsarenegotiationthatoccurasanexistingagreementisexpiring.Intradealnegotiations（事間交易談判）：Intradealnegotiationsoccurwhenanagreementstatesthatnegotiationsshouldbereopenedatspecificintervals.Extradealnegotiations（額外交易談判）：Extradealnegotiationsoccurwhenitappearsthatthereisaviolationofthecontract，orintheabsenceofacontractreopeningclause.Cognitiveresolution（認(rèn)知解決）：Cognitiveresolutionisneededtochangehowthepartiesviewthesituation.Emotionalresolution（情感解決）：Emotionalresolutioninvolveschanginghowpartiesfeelabouttheimpasseandtheotherparty，aswellasreducingtheamountofemotionalenergytheyputintothenegotiation.Behavioralresolution（行為解決）：Behavioralresolutionexplicitlyaddresseswhatpeoplewilldointhefutureandhowagreementstheymakeaboutthefuturewillberealized.Active