国际商务谈判(第8章)-e.pptVIP

International Business Negotiation Part III Arts Arts of negotiation Chapter 8: Psychological fundamentals Chapter 9: Communication skills Chapter 10: Global negotiation Chapter 8 Psychological fundamentals Chapter 8 Psychology of negotiation Negotiating Power Personality and Negotiation styles Psychological frustration in a negotiation Traits leading to a successful negotiation Negotiating Power and Related Factors Motivation Dependence Substitutes Motivation Desires and incentives for gaining interests and stakes. A’s motivation ↑,A’s power ↓. Motivation can be stimulated by: Offering