1、学号： 09425411 常 州 大 学 英语专业技能实训 外文翻译 （ 2009 级 ） 外文题目 Complex Negotiations 译文题目 复杂谈判 外文出处 Bai Yuan, International Business Negotiation M Beijing: Ren Min University of China Press, 2008: 193-202. 学 生 马雯雯 学 院 外国语学院 专 业 班 级 英语（怀） 092 校内指导教师 周小川 专业技术职务 二 一二 年 六 月 常州大学英语专业技能实训外文翻译 1 Complex Negotiations Co
2、mplex Negotiations and their Properties In most cases, parties involved in negotiations are only two； however, in some other cases there are three parties or move involves. A negotiation turns into a complex one when the negotiating parties want to bring in a third party or when other parties want t
3、o joint the on-going negotiations. A complex negotiation is so called because it has the following properties. 1. A Number of Parties In addition to the two parties anticipated first, third parties will join or a coalition of multi-parties will be established. For example, the trade dispute between
4、China and US over intellectual property right protection has been lingering for more than two decades. In April, 2007, US decided to file a complaint to WTO Dispute Settlement Body. Here, US is inviting WTO as a third party. 2. A Number of Issues Instead of single issue in most distributive negotiat
5、ions, a number of issues that are related with each other become the focus of negotiation. The increase of the issue requires negotiators to find out what the linkage between several issues is and what trade-off they have to make among different issues. A rural water supply project in China financed
6、 by the World Bank involves the World Bank, the National Development and Reform Commission, the Ministry of Finance, project-related provincial governments and local governments, and project beneficiaries, covering issues like finance, accounting, loan repayment, project design and construction, pro
7、curement and tendering, environmental protection, health education, and so on. 3. A Number of Interests With more parties and issues brought into the view of the negotiators, more interests will appear. This demands a careful choice of priority among several interests, and skillful management of dif
8、ferent parties. In a construction negotiation, the owner of the project will have to talk with the contractors, project designer, material suppliers, banks and other parties. If meeting the time limit of the project is the most important for the owner, on-time allocation of capital, materials and pe
9、rsonnel should be secured, which requires a good coordination among all related parties. 4. Different Interests A complex negotiation can engage all level of interests including private, organizational and national interests. It is quite common that personal negotiators interests differ from party i
10、nterests, or party interests are different from national interests. Different levels of interests contribute greatly to the complexity of 常州大学英语专业技能实训外文翻译 2 negotiations. Involvement of Third Parties 1. Instances for the Third Partys Anticipation Third parties frequently become involved in negotiati
11、on. They may be called in by one or both sides or imposed by law or the terms of a prior contract. They may also intrude themselves, as when a powerful state intervenes in a controversy between two client states that threatens the broader aims of the alliance. Under what circumstances are negotiatin
12、g parties likely to seek a third partys services and cooperate with the third party who comes? The following sums up the cases when the desires for a third party increase. (1) When the negotiating party sees himself or herself as weak vis-vis the other party, the third partys joining will strengthen
13、 their relative power and confidence. In fact every one hopes to be backed by a third party, even the party with relatively stronger power. We can observe the phenomenon in our daily life that if we are joined by others in a bitter argument, the balance of power. (2) When the negotiating parties see
14、 themselves in a deadlock, for example, the relationship between two parties, because of poor management of conflicts, deteriorates and becomes deceptive, or communication between the two parties closes, there is the need for a third party to mediate between the two sides. A deadlock is a situation
15、in which both parties are unwilling or unable to make further concessions. If a situation that is perceived as a deadlock also embodies high time pressure, the desire for assistance from a third party should be especially strong. (3) A negotiation goes into impasse because both sides are at the end
16、of their resources and there seems no alternative solution available, a third partys participation can bring with it constructive options to the disputes so that the negotiation may continue. The function of the third party in the second situation is to break the ice while in the third situation, th
17、e third party involves deeper in the negotiation process by putting forward their options. (4) When the progress of negotiation is hindered due to established norms and standards, a third part， usually someone superior such a manager, or a boss, is expected to intervene so that he can give special p
18、ermission within his authority or reinterpret the regulations. 2. Relation of the Third Party with the Negotiating Parties The situations of a third partys participation are various； however, in most cases their participation is because of their direct and indirect relations with the negotiating parties. The relationship of the third party with the negotiating parties is summed up as the following:
