商务英语谈判chapter2Psychology.pptVIP

Chapter 2 Psychology in Negotiation Maslows Need Theory The Need Theory and Negotiation Modern Negotiation Theories Abraham Harold Maslow (1908-1970) Maslow’s Theory Maslow’s theory maintains that a person does not feel a higher need until the needs of the current level have been satisfied. Maslows basic needs are as follows: Physiological Needs Food Air Water Clothing Shelter Rest Safety Needs Love and belonging Esteem Actualization It is the assertion that each lower level must be satisfied before people become concerned woth a higher level. The Need Theory and Negotiation Survival Needs and Negotiation Security Needs and Negotiation (Case 1) Socail Needs and Negotiation (Case 1) Ego Needs and Negotiation (Case 3) Self-realization Needs and Negotiation (Case 4) Find out the needs of your counterpart. “成功的谈判者必须把剑术大师的机警、速度和艺术大师的敏感和能力融为一体。他必须像剑术大师一样，以锐利的目光机警地注视谈判桌那一边的对手，随时准备抓住对方防线中的每一个微小的进攻机会。同时，他又必须是一个细腻敏感的艺术大师，善于体会辩查对方情绪或动机上的最细腻的色彩变化。他必须抓紧灵感产生的那一刹那，从色彩缤纷的调色板上，选出最适合的颜色，画出构图与色彩完美和谐的佳作。谈判桌上的成功，不仅是来自充分的训练，而且更关键的是来自敏感和机智。” -----著名谈判大师杰德勒. How? Listen Ask State Observe 孟子曰:“存乎人者,莫良于眸子。眸子 不能掩其恶。胸中正,则眸子瞭焉;胸中不正, 则眸子眊焉。听其言也,观其眸子,人焉廋 哉?” Modern Negotiation Theories Two primary tasks in negotiation: distribution or the division of existing resources integration or the creation of additional resources (Case analysing: Orange) Discuss and Case Analysing Case 5: 问：这则案例给你什么启发？ 赞美是一种心理的安慰 Case 6: 问：休斯与其助手共同使用了什么谈判策略? 黑白脸战术?, 黑脸出场，态度强硬—白脸出场，态度缓和—以黑脸出场相威胁—迫使对手答应条件。 Discuss and Case Analysing Case 7: 问：慈善家的劝说艺术体现在什么方面? 诱之以利：?意义陈述—指明与对方的利益关系—认同 Case 8: 问：美国人为什么败在日本人手里? 时间囚笼战术：情感接触—时间消耗战—对手别无选择—仓促成交—大获全胜 Homework Maslow Need Theory Analyse negotiation cases related with Maslow theory Exercises on P.40-41 * 外语教学与研究出版社 外语教学与研究出版社 * 外语教学与研究出版社 Basic Human Needs Protection Stability Pain Avoidance Routine/Order Safety and Security Affecti