国际商务谈判(第8章).pptxVIP

International Business NegotiationPart III Arts第一页，共二十五页。 Arts of negotiationChapter 8: Psychological fundamentalsChapter 9: Communication skillsChapter 10: Global negotiation第二页，共二十五页。 Chapter 8 Psychological fundamentals第三页，共二十五页。 Chapter 8 Psychology of negotiationNegotiating PowerPersonality and Negotiation stylesPsychological frustration in a negotiationTraits leading to a successful negotiation第四页，共二十五页。 Negotiating Power and Related FactorsMotivationDependence Substitutes 第五页，共二十五页。 Motivation Desires and incentives for gaining interests and stakes.A’s motivation ↑,A’s power ↓. Motiv