商务英语level5 unit1 part5 Vocabula

Anchor point.

锚点。

An anchor point is a reference point that negotiations are centered around.

入口点是谈判集中的参考点。

It is the best outcome that one side hopes to achieve.

这是一方希望实现的最好结果。

Normally the first offer made during the negotiation serves as the anchor point.

通常是在谈判期间提出的第一次提出的叔叔点。

Negotiators try to anchor the negotiation to their advantage to gain the upper hand.

谈判者试图揭开谈判的秘密，以取得优势。

Bottom line.

底线。

A bottom line is the worst outcome that one side will accept.

If someone is pushed beyond their bottom line, they may walk away from the negotiation.

BATNA

A  stands for best alternative to a negotiated agreement.

It is the second best option the site may have in a negotiation.

A batna can be used as an alternative. If an agreement can't be reached.

When one side has a good partner, they can make fewer compromises. So they have more power.

Someone may leave a negotiation if they are pushed beyond their bottom line.

Why would one side make fewer compromises if they have a good BATNA?

They can use it as an alternative to negotiating. So they don't need to compromise as much.

To avoid an unfair deal, you should decide your bottom line before entering a negotiation.

Because we didn't have a good BATNA, we unfortunately needed to settle for less than we had hoped.

A banner can be used as an alternative. If an agreement can't be reached.

If someone is offered something below their bottom line, they may walk away from negotiation.

Leverage.

Leverage is the power that one side has to influence another.

If you have more leverage in a negotiation, you can persuade people to accept your terms.

Typically assigned most in need of an agreement has the least amount of leverage.

Dead luck.

In a deadlock, neither side is willing to compromise and no agreement can be made.

A deadlock happens when one side pursues its own interests instead of mutually beneficial terms.

To break a deadlock, negotiators must find a win win outcome.

Concession.

A concession is a compromise that is made in order to reach an agreement.

Making concessions allows both sides to get part of what they want.

But giving too many concessions may make one side seem weak or desperate.

The more leverage someone has a negotiation, the stronger their position will be.

What might happen if someone makes too many concessions?

Ah if a concession is granted too easily the other side, they view it as a sign of weakness.

What occurs when an agreement can't be made during a negotiation?

In a deadlock, neither side is willing to compromise and no agreement can be made.

What's indicates the worst outcome a negotiator will accept.

A bottom line is the worst outcome that one side will accept.

The more leverage you have, the stronger your position will be.

To break a deadlock, negotiators need to see things from the other side's perspective and seek a win win outcome.

Making concessions can help you avoid a deadlock.

Making concessions allows both sides to get part of what they want.

A negotiation reaches a deadlock when neither side is willing to compromise and no agreement can be made.