第十二讲：外交交涉与谈判(编辑修改稿)

第十二讲：外交交涉与谈判(编辑修改稿)内容摘要：

articularly when the judicial processes are viewed as too slow, expensive or biased. Arbitration is also used by munities which lack formal law, as a substitute for formal law. 仲裁是一种实现调停或者和解的形式，仲裁过程中，争论方授予仲裁方权力，以通过仲裁方的裁决来解决争端。 在实践中，仲裁通常被当作司法系统的替代品，尤其是当司法程序被认为过于迟缓、昂贵或者有所偏倚的时候。 仲裁也经常被缺乏正式法律的共同体用来当作正式法律的替代品。 7 A lawsuit is a civil action brought before a court in which the party mencing the action, the plaintiff, seeks a legal remedy. If the plaintiff is successful, judgment will be given in the plaintiff39。 s favour, and a range of court orders may be issued to enforce a right, impose a penalty, award damages, impose an injunction to prevent an act or pel an act, or to obtain a declaratory judgment to prevent future legal disputes. 官司是在法庭中进行的一种民事诉讼。 在诉讼中，当事人采取行动，原告寻求法律 救助。 如果原告成功，判决将有利于原告。 法院发出一系列执行命令权、包括处以罚款、赔偿、 为防止行为施加禁制令或强制行为 , 或取得法律上的宣告判决 ,以防日后纠纷。 It usually involves dispute resolution of private law issues between individuals, business entities or nonprofit anizations. However, it may involve public law issues in those jurisdictions that enable the government to be treated as if it were a private party in a lawsuit (as plaintiff or defendant regarding an injury), or that provide the government with a civil cause of action to enforce certain laws rather than criminal prosecution. The conduct of a lawsuit is called litigation. 第二，解决冲突： Conflict resolution is the process of resolving a dispute or a conflict, by providing each side39。 s needs, and adequately addressing their interests so that they are satisfied with the oute. Conflict resolution aims to end conflicts before they start or lead to physical fighting. 解决冲突是这样一个化解争端或冲突的过程 ，即通过提供给各方的需求，充分地满足他们的利益，以便于他们对结果感到满意。 解决冲突的目标是在冲突开始或者导致武装战争之前结束冲突。 This usually involves two or more groups with opposing views regarding specific issues, and another group or individual who is considered to be neutral in their opinion on the subject. This last bit though is quite often not entirely demanded if the outside group is well respected by all opposing parties. Resolution methods can include conciliation, mediation, arbitration or litigation. 关于具体问题，通常是有两个或者更多持有相反观点的群体，和在这个问题上持中立观点的一个群体或者个人。 如果作为局外方的群体不能被持反对立场的各方都很好地接受，这常常难以完全满足。 解决方法可以包括安抚、调停、仲裁或者起诉。 It may be possible to avoid conflict without actually resolving the underlying dispute, by getting the parties to recognize that they disagree but that no further action needs to be taken at that time. In a few cases, such as in a democracy, it may even be desirable that they disagree, thus exposing the issues to others who need to consider it for themselves: in this case the parties might agree to disagree. 使各方认识到他们有分歧但是在那个时候没有进一步采取行动的需要，也有可能虽然避免了冲突但实际上没有化解潜在的争端。 在一些情况下，比如在民主政治中，他们可能更乐意 8 有分歧，因此把问题暴露出来使其他人都来考虑自己的意见，在这种情况下各方可能同意保留分歧。 第三，达到最佳： The best alternative to a negotiated agreement or BATNA is a concept in negotiation theory. It is the course of action that will be taken by a party if the current negotiations fail and an agreement cannot be reached. 谈判协定最优选择是一个在谈判理论中 的概念。 它是一个由一方在目前谈判失败，无法达成协议的情况下，其中一方将要采取的行动。 If the current negotiations are giving you less value than your BATNA, there is no point in proceeding. Prior to the start of negotiations, the parties should have ascertained their own individual BATNAs. 如果目前的谈判低 于你的最优选择，就没有意义继续进行下去。 在谈判开始之前，各方应该已经确知他们自己的最优选择。 BATNA was developed by negotiation researchers Roger Fisher and Bill Ury of the Harvard Program on Negotiation (PON), in their series of books on Principled Negotiation that started with Getting to YES. Noble Laureate John Forbes Nash has included such ideas in his early undergraduate research. 谈判协定最优选择是由哈佛大学谈判项目的谈判研究员 Roger 和 Bill，在他们从 Getting to Yes 开始的关于原则性谈判的一系列书中发展起来的。 著名的 John Forbes Nash 在它早期本科生研究中已经包含了这样的观点。 （ 3）谈判的分类 赢输谈判（ Winlose Negotiation） 双赢谈判（ WinWin Negotiation）： Principled Negotiation is the approach to negotiation developed by Roger Fisher, Bill Ury, and others, first described in the book Getting to YES. In concept, Principled Negotiation is a winwin approach where the goal is to reach a lasting agreement, rather than traditional positional (winlose) bargaining. 原则性谈判是由 Roger、 Bill 以及其他人发站起来的，它在名为 Getting to Yes 的书中被首次描述。 从概念上讲，原则性谈判是一种以达成永久性协议为目标的一种双赢方法，而不是传统上以输赢地位划分的讨价还价。 Elements of Principled Negotiation: 9  separate the people from the problem  focus on interests rather than positions  generate a variety of options before settling on an agreement  insist that the agreement be based on objective criteria 原则性谈判的要素： 使人与问题分离； 聚焦于利益而不是立场； 在达成协议之前提供多样性选择； 强调协议应该建立在客观的标准之上 Mutual gains bargaining (MGB) is an approach to collective bargaining intended to reach winwin outes for the negotiating parties. 共赢商谈是一种集体商谈的方法，旨在使谈判双方达到双赢结果。 Instead of the traditional adversarial (winlose) approach (aka positional bargaining), the mutual gains approach is quite similar to principled negotiation (first described by Roger Fisher in his book Getting to YES), where the goal is to reach a sustainable (., lasting) agreement that both parties (or all parties in a multiparty negotiation) can live with and support. 与传统的对抗性方法不同，共赢谈判是一种接近于原则性谈判的方法，它的目标是达成双方（在多边谈判中指所有各方）都能够忍受和支持的协议（比如永久性协议） Mutual gains bargaining has been used successfully in such areas as labormanagement relations and environmental negotiations. 共赢商谈在诸如处理人工管理的关系和环境问题的协调等领域已经得到了成功的应用。 Some principles of MGB  Both sides have legitimate interests to be recognized and advanced  Approach the issues as problems to be solved  Listening builds trust  Enlarge the pie  Seek sustainable alternatives 共赢商谈的一些原则： 双方合法的利益需要被承认与满足 着手于使问题得到解决的工作 注意建立信任 将馅饼做大 寻求都可以接受的 解决办法 10 Collective bargaining is the process of negotiation between trade unions (or labor unions, as they are called in the USA) an。