谈判需要认真对待.PPTVIP

4）Self-ReinforcingIncompetenceToachieveandmaintaineffectivenessinthebusinessworld,peoplemusthaveinsightintotheirlimitations.Thesameistruefornegotiation.4）Self-ReinforcingIncompetence4）自我强化不足为了能在商界获取并保持效率。人们必须洞悉自己的不足之处，谈判亦是如此。However,mostpeopleare“blissfullyunawareoftheirownincompetence.”Moreover,itcreateacycleinwhichthelackofskilldeprivesthemnotonlyoftheabilitytoproducecorrectresponsesbutalsooftheexpertisenecessarytosurmisethattheyarenotproducingthem.但是，多数人却“忘乎所以，不知自己的能力不足”。这就形成了一个恶性循环，不仅使人们无法做出正确的反应，而且也不能清楚地意识到自己并未做出反应。Relatedtotheprincipleofself-reinforcingincompetenceisthefactthatpeoplearereluctanttochangetheirbehaviorandexperimentwithnewcourseofactionbecauseoftherisksassociatedwithexperimentation.Inshort,thefearoflosingkeepspeoplefromexperimentingwithchange.Negotiatorsinsteadrationalizetheirbehaviorinaself-perpetuatingfashion.Thefearofmakingmistakesmayresultinamanager’sinabilitytoimprovehisorhernegotiationskills.由于自我强化不足，人们不愿意改变自己的行为去尝试新的做法，因为尝试新的做法是有风险的。简而言之，人们因为害怕失去而不去做新的尝试。谈判者为寻求自保会为自己的行为寻找借口。害怕犯错误可能会导致经理人不能改进其谈判技能。1.4DebunkingNegotiationMythsWhenwedelveintomanagers’theoriesandbeliefsaboutnegotiation,weareoftenstartledtofindthattheyoperatewithfaultybeliefs.Thesemythshamperpeople’sabilitytolearneffectivenegotiationskillsand,insomecases,reinforcepoornegotiationskills.1.4DebunkingNegotiationMyths1.4揭示谈判的误区令人震惊的是，在深入地研究经理人的谈判理论和信念时，我们经常发现他们抱有一些错误的想法。这些误区妨碍了人们学习有效的谈判技能，有时候还会强化错误的谈判技能。Inthissection,weex