英语翻译The dynamics of international business negotiations Ther

英语翻译
The dynamics of international business negotiations
There can be no international business without the presence of at least two parties,each coming from different countries,sitting face to face and negotiating a business deal.Negotiations precede all international business transactions,whether they are the sale of a product to a foreign buyer,the formation of a joint venture between two companies of different nationalities to share distribution channels in a third country,an acquisition of a company by a foreign company,or me licensing of a technology by a company tO a foreign producer.It is inevitable that negotiations between two or more sides will take place Whenever a certain outcome is impossible to obtain unilaterally without incurring unacceptable political,legal,or economic consequences.
Negotiation is a process whereby two or more parties--be they individuals,groups,or larger social units--interact in developing potential agreements to provide guidance and regulation of their future behavior.Such negotiation can be conducted between nations,as in the tripartite negotiations between the United States,Canada,and Mexico to forge the North American Free Trade Agreement (NAFTA); between companies,as in the alliance between British Air and USAir to share routes,airport gates,and reservations systems; or between any two or more parties that need to cooperate or bargain to attain certain common or conflicting ends.
In any negotiation,the process and outcomes are influenced by contextual factors.Too often academics and the business press have focused on negotiating strategies Without duly emphasizing context.Even when negotiation context is discussed,it is usually presented as a "cultural" issue.Only recently have some researchers examined and developed broad frameworks focusing on the context of international negotiation.
Using a similar approach,this article presents a comprehensive model of international negotiation describing the different contexts and their relationship to the negotiation process and outcomes.The proposed model should provide a practical framework for negotiators,assisting them in better preparing themselves for complex negotiations and recognizing the need for a broader perspective combined with the ability to comprehend details.

国际商务谈判的动态变化
可以没有国际企业就没有存在的至少两个缔约方,每个来自不同国家、 面对面坐和谈判一笔生意.谈判之前所有的国际商业交易中,无论是到国外买主,形成不同民族分享在第三国,一家公司的一家外国公司收购的分销渠道的两个公司之间的一家合资企业的产品的销售或我公司的外国生产商的技术许可.它是不可避免的某些结果时无法获得单方面不能接受的政治、 法律或经济后果的情况下两个或更多的双方之间的谈判将会进行.
谈判是行为的两个或更多缔约方 — — 即是行为的他们的个人、 组或更大的社会单位 — — 发展提供指导和规管其未来可能达成的协议中进行交互的过程.这种协商可以进行国,作为在美国、 加拿大和墨西哥之间的三方谈判建立北美自由贸易协定 (北美) ；两家公司,如在英国的空气和美航公司之间的联盟,共享路线、 登机,并保留系统 ；或任何两个或更多缔约方需要合作或讨价还价,以达到某些常见或冲突之间结束.
在任何谈判,过程和结果都受到上下文的因素.很多学者和商业新闻重点谈判不会适当地强调上下文的策略.即使讨论谈判方面,它通常显示为"文化"的问题.只是最近才有一些研究人员审查和发展广泛的框架,侧重于国际谈判的上下文.
用类似的方法,本文介绍了一种综合的模型描述不同的上下文和他们谈判过程和结果的关系的国际谈判.拟议的模式应提供一个实际的框架谈判者,协助他们更好地为复杂的谈判准备和认识到需要更广泛的角度,结合的能力,以了解详细信息.