流利说商务英语学习笔记Level5 Unit1 Part 5 N

这篇不仅学到了英语，也学到了谈判知识。

Negotiation Terms

谈判术语


Anchor point: An anchor point is a reference point that negotiations are centered around. It is the best outcome that one side hopes to achieve. Normally the first offer made during the negotiation serves as the anchor point. Negotiators try to anchor the negotiation to their advantage to gain the upper hand.
锚点：锚点是以谈判为中心的一个参考点。它是一方希望达到的最好结果。正常情况下，在谈判中第一个被提出的请求，充当锚点的作用。谈判者致力于让谈判固定在他们的利益上来占上风。

Bottom line: 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 their negotiation.
底线：底线是一方能够接受的最坏结果。如果某人被推到他们的底线之外了，他们可能会离开他们的谈判。

BATNA: BATNA stands for best alternative to a negotiated agreement. It is the second-best option that one side 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 BATNA, they can make fewer compromises so they have more power.
BATNA：BATNA代表对谈判协议的最好的二手准备。它是一方在谈判中能有的第二好的选择。如果协议没有达成，BATNA可以用作另外的选择。当一方有好的BATNA，他们可以做更少的妥协，所以他们有更多的控制力。

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, the side most in need of an agreement has the least amount of leverage.
影响力：影响力是一方拥有的去影响另一方的力量。如果你在谈判上有更多的影响力，你能说服人们去接受你的条款。典型地，最需要协议的一方有最少的影响力。

Deadlock: 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 up the deadlock, negotiators must find a win-win outcome.
僵局：在僵局中，双方都不愿意妥协，协议不能达成。当一方追求自身的利益而不顾双方的关系时，僵局就发生了。要打破僵局，谈判者必须找到一个双赢的结果。

Concession: A concession is a compromise that’s 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.
让步：让步是为了达成协议而做出的妥协。做出让步允许双方获得部分他们想要的。但是做出太多让步可能会让一方看起来软弱的或者绝望的。

总结

1.单词短语
gain the upper hand 获得上风 eg. Negotiators try to anchor their negotiation to their advantage to gain the upper hand.
make concessions 做出让步 eg. Making concessions means to compromise to reach an agreement.
deadlock 僵局 eg. To break up a deadlock, negotiators must find a win-win outcome.
leverage 影响力 eg. The more leverage you have, the stronger you will be.
BATNA 第二好的选择 eg. When people have a good BATNA, they will make fewer compromises so they have more power.
bottom line 底线 eg. People like to speculate on the other side's bottom line when negotiating.
anchor point 锚点 eg. An anchor point is exactly what you want in a negotiation.

2.摘要
What I'm learning is not only English but also negotiation terms. Negotiation terms include anchor point, bottom line, BATNA, leverage, deadlock and concession. Anchor point defines what are your benefits precisely. The bottom line is the worst outcome that will happen in a negotiation. We'd better have a good BATNA to have more leverage to make us stronger. When one side only cares about its own interests, there may be a deadlock. To solve this, both sides may make concessions to find a win-win outcome.