英语专业外文翻译---复杂谈判(编辑修改稿)

英语专业外文翻译---复杂谈判(编辑修改稿)内容摘要：

tance relatives, friends, acquaintances, or higher authorities, coworkers, colleagues, partners, or interest groups. (2) A third party may join the negotiation by invitation from either party or without any invitation. The formality of a third party’s joining can be formal or informal, either by written form or oral manner. If not invited, the third party’s participation is simply out of their own interest, or sympathy, passion or kindness and friendship. (3) A third party’s interests and negotiating parties’ interests can be partially connected or impartially linked. In the case of having a stake in the negotiation, the third party would take side and have bias towards one of the parties. A third party can also keep a neutral position under the condition that he/she is free of selfinterest connection with either party. (4) The duration of their involvement can be temporary or permanent. How long will a third party be involved in the negotiation lasts。 the relation between the third party and the negotiating parties is conditional or long lasting。 the interests of the third party is connected just one time or multitime connected. 3. Third Party Category Third party practices can be classified under two headings: process focus and content focus. Process focus stresses on smooth going of negotiation with the help of a third party. To this end, the third party should keep neutral and be impartial in order to produce conditions that will help the bargainers resolve their controversy, or guide the two sides to see each other’s reasons and finally to the solution of the negotiation. The following mechanisms and tactics can be applied under the heading of process focus: being humorous, presence of a third party, arranging a neutral setting for meetings, acting as a target for angry outburst of either party, setting a deadline to create pressure for early settlement, maintaining hope of reaching a solution, improving the attitudes of the parties toward one another, and training bargainers on munication and bargaining skills. In content focus, the third party being more deeply involves in the negotiation generates options, proposes standards, evaluates options and encourages the bargainers to make substantive concessions, and when an agreement is reached, monitor the implementation of the agreement. It is possible to distinguish five major conditions under which different content mediation techniques are likely to be successful. In condition I, the third party must try to persuade one or both parties that the other cannot be expected to concede。 therefore take active action first. In condition II, the third party must sponsor an exchange of concessions in such a way that neither party looks weak. In condition III, the third party must help one or both parties to consider. In condition IV, the third party must work out a constructive agreement for the both parties to consider. In conditio。