国际商务英语谈判Chapter 3Psychology.ppt

Chapter 3 Psychology in Negotiation Focus Points understand modern negotiation theories understand the application of the Need Theory to negotiation master the Need Theory Focus points master the Need Theory understand the application of the Need Theory to negotiation 1 2 3 understand modern negotiation theories Lead-in Did the negotiator directly promote his product to the manager when he walked into the office? Why? 2. What did the negotiator find to open his promotion? 3. What do you learn from this story? Section Ⅰ The Need Theory of Maslow In the following diagram, low-level needs such as physiological needs or survival needs and safety must be satisfied before higher-level needs such as self-realization are pursued. In this hierarchical model, when a need is mostly satisfied it no longer motivates and the next higher need takes its place. II. The application of the Need Theory to negotiation 1、Physiological Needs and Negotiation （1）Negotiation is a physical and mental consuming work with great psychological pressure. （2）he need for dress is to dress properly to match your identity and status. （3）The need for accommodation means to match your identity, status and living habit. II. The application of the Need Theory to negotiation 2. Safety Needs and Negotiation （1）The negotiator’s safety needs are mainly that of personal, positional and economical benefits. （2）Status security represents that both parties will probably regard reaching an agreement as his task and prerequisite. 3. Social Needs and Negotiation Every negotiator hopes to establish friendly relationship with the other party. In addition they also hope to have a solidarity team of their own to get a successful negotiation result. II. The application of the Need Theory to negotiation 4. Esteem Needs and Negotiation （1）When the physiological, safety and social needs are met, there are many individuals whose esteem need has to be satisfied by material goods and by respect