教学材料《谈判英语》-Unit3

Unit3ThePsychologyof

BusinessNegotiationNegotiationAwarenessCommercialnegotiationsarethepsychologicalbattlesamongnegotiatorstosomeextentNotonlytherealisticconditionbutalsothenegotiationpsychologyhasaneffectonthecommercialnegotiations.Maslow’shierarchyofneedsisatheoryinpsychology，proposedbyAbrahamMaslowinhis1943paper.ATheoryofHumanMotivation.Histheoriesparallelmanyothertheoriesofhumandevelopmentalpsychology，allofwhichfocusondescribingthestagesofgrowthinhumans.下一页上一页返回Unit3ThePsychologyof

BusinessNegotiationUnderstandingthestrengthsandweaknessesofMaslow’shierarchyofneedsisimportantinthefieldofcommercialnegotiations.Evaluatingthedifferentneeds，valuesanddrivesofnegotiatorsfromdifferentcountriesisincrediblyvaluableincrossculturalcommercialnegotiations下一页上一页返回Unit3ThePsychologyof

BusinessNegotiationNeedsTheoryAbrahamMaslowdevelopedtheHierarchyofNeedsmodelin1940-50s，andtheHierarchyofNeeds.Theoryremainsvalidtodayforunderstandinghumanmotivation，managementtraining，andpersonaldevelopment.Hesuggeststhathumanbeingstakeactionsinordertosatisfyessentialneedsandclassifieshumanneedsunderfivemainheadings下一页上一页返回Unit3ThePsychologyof

BusinessNegotiationPhysicalorsurvivalneedsOurmostimportantneedistosurvive.Toremainalive，amanmusthavefood，water，shelterandrest.HisthoughtsandenergieswillbedirectedtowardsatisfyingthesurvivalneedsandshowlittleinterestintheotherfourtypesofneedsSecurityandsafetyneedsOncethehumanbeing’smostimportantphysicalneedsaresatisfiedtoasleastaminimumandcontinuingdegree,thenextneedthatbecomesdominantisthesecurityorsafetyneed.Hiseffortsarenowaimedatbeingcomfortable，safeandsecure.下一页上一页返回Unit3ThePsychologyof

BusinessNegotiationSecurityincludesnotonlythephysicalsafetyofthisperson，butalsoincludeseconomicsecurity，asteadyjob，lifeinsurance，asavingsaccount，etcSocialneedsWhentheindividualisnolongercontinuallyhungryandhassufficientsecurityheneedstobelongtoandbeacceptedbyasmallintimategroup,hisfamilyandafewclosefriendsandcolleagues.Hefeelstheneedtobewantedandacceptednotonlybyhisfamilybutalsobythesocialgroups下一页上一页返回Unit3ThePsychologyof

BusinessNegotiationEgooresteemneedsTheindividualwhosephysicalneeds，securityandbelongingneedsaresatisfiedbecomesconcernedwithesteem.Thatistheneedforself-respectandrespectfromothersSelf-realizationneedsIfthephysical，security，belongingnessandesteemneedsareallsatisfied，theindividual’smostimportantneedbecomesself-realizationThisneedisaimedatself-fulfillment,hisdesiretobecomehisbestself，torealizehiscapabilitiestothefullest.Thisneedissometimescalledthe“creative”need下一页上一页返回Unit3ThePsychologyof

BusinessNegotiationNeedsTheoryandNegotiationThereisonefurtherimportantelementtoMaslow’stheory.Itistheassertionthateachlowerlevelmustbesatisfiedbeforepeoplebecomeconcernedatahigherlevel.Forexample，theywillnotbeconcernedaboutthesocialneedsunlesstheyarealreadysatisfiedthattheycansurviveandbesecureInnegotiations，howtousetheNeedsTheorytofind，analyzeandsatisfyeachother’sneedsisverycrucialforanynegotiatortogainoverthemostpossiblebenefits下一页上一页返回Unit3ThePsychologyof

BusinessNegotiationSurvivalneedsandnegotiationNegotiationisaveryphysicalandmentalconsumingworkwithgreatpsychologicalpressure.Ifthenegotiator’ssurvivalneedscan’tbeensured，hisspiritandmoodwillbeaffectedandconsequentlyfailtoachievetheexpectednegotiationobjectives.Thesurvivalneedsareembodiedinthenegotiationasthenegotiator’sneedsfordress,food,accommodationandtraveling下一页上一页返回Unit3ThePsychologyof

BusinessNegotiationTheneedfordressistodressproperlytomatchyouridentityandstatusItcannotonlysatisfyyourneedfordressingtoyourselfandyourpeersbutalsowinyouropponent’sadmirationandapprovaltostrengthenyourownnegotiatingpower.Contrarily,ifyouloweryourdressingstandard,you’llhavesomepsychologicalpressureofinferioritycomplexandbedespisedbyyouropponent，whichgoesagainsteffectivenegotiationTheneedforfoodistoeatwell，whichmeansnutritiousandtoyourtasteaswellasuptothehealthfulrequirement下一页上一页返回Unit3ThePsychologyof

BusinessNegotiationTheneedforaccommodationmeanstomatchyouridentity，statusandlivinghabitItshouldbeaplacethatisquiet，comfortableandwithconvenientlivingenvironment，whichwillhelpgetridoftiredness,resumeenergyandstimulatethenegotiator’swayofthoughtsandinterestsTheneedfortravelingindicatesconvenienttrafficandcommunicationwiththeoutsideworldtoimprovenegotiatingefficiencyandqualityandfulfillallthenegotiatingtasks下一页上一页返回Unit3ThePsychologyof

BusinessNegotiationAsahostandnegotiatingorganizer,oneshouldprovidefortheotherpartyabetterlivingconditiontolightentheinconveniences，thepsychologicalpressuresandthedoubtfulfeelingsoftheguestnegotiators，whichishelpfulforcreatingafriendlynegotiatingatmosphere下一页上一页返回Unit3ThePsychologyof

BusinessNegotiationSecurityneedsandnegotiationThenegotiator’ssecurityneedsaremainlythatofpersonal，positionalandeconomicalbenefitsTheguestnegotiatorisnotfamiliarwiththelocalsocialsituation，customsandpublicorderandtraffic.Theymayfeelalackofsecurityorsafety.Sothehostshouldtrytogivemoreconsiderationstoeverydetailofsafetyissuessuchassendingaspecialcartopickupandsendoff,keepingtheircompanyonvisitingplaces，goingshopping，sightseeingandtourguiding下一页上一页返回Unit3ThePsychologyof

BusinessNegotiationStatussecurityrepresentsthatbothpartieswillprobablyregardreachinganagreementashistaskandprerequisite.Somenegotiatorsevenhavethewrongideathatit’sbettertoreachanagreementthatisnotsoidealthannon-agreementatall.Tothisquestionthenegotiatorandhissuperiorshouldhaveacorrectunderstandingofnegotiationonanequalbasisandformutualbenefit.Anegotiator’sworkshouldnotbeevaluatedbythestandardofreachinganagreement下一页上一页返回Unit3ThePsychologyof

BusinessNegotiationSocialneedsandnegotiationEverynegotiatorhopestoestablishfriendlyrelationshipwiththeotherparty.Inaddition，theyalsohopetohaveasolidarityteamoftheirowntogetasuccessfulnegotiationresultSincenegotiationisaprocessofbothcompetitionandcooperation，negotiatorsallhopetohaveacomfortableandfriendlybutnotaconflictingorsuspiciousnegotiatingenvironment.下一页上一页返回Unit3ThePsychologyof

BusinessNegotiationThereforenegotiators,especiallythechiefnegotiator,shouldremainapsychologicallyfriendlyandcooperativeattitudeandseizeeverypossiblechanceincludingtheuseoflanguage,facialexpression,dining,entertainmentandgifttostrengthenthefriendshipwiththeotherparty.Oncetherelationshipisbuilt，thetwopartiescoulddobusinessbetterlateron.Thereforenegotiatorsshouldunderstandeachotherandself-surrenderabittosatisfytheirownsocialneeds下一页上一页返回Unit3ThePsychologyof

BusinessNegotiationEgoneedsandnegotiationWhenthesurvival，securityandsocialneedsaremet,therearemanyindividualswhoseegoneedshavetobesatisfiedbymaterialgoodsandbyrespect.TheyarelookingforthebestsharetheycangetoutofthedealOne’sneedforrespectisfromthreedifferentsources:Heneedstherespectofhiscolleaguesbackhomewhichisfundamentaltohispersonalsatisfactionfromthenegotiation.Hewillbeinfluencedbytherespectoftheotherpartyandbelievethattheotherparty’srespectdependsonhissuccessinearningthosematerialgoods.下一页上一页返回Unit3ThePsychologyof

BusinessNegotiationHewillalsobeconcernedwithhisself-respectwhichwillequallyfocusonhissuccessinwinningmaterialgoodsInanegotiationifbothpartiescansatisfyeachother’sneedsforrespect，thenthisrespectwillchangeintoapowertorestricteachother’sbehaviorandensureasuccessfulnegotiation下一页上一页返回Unit3ThePsychologyof

BusinessNegotiationSelf-realizationneedsandnegotiationThesatisfactionoftheself-realizationneedsinnegotiationsdependsontheachievementthenegotiatorhasmade.Themorebenefitsyouobtained，thehigherdegreeofsatisfactionyou’llhaveofself-realizationneeds.Theself-realizationneedsarethehighestneedslevelforthenegotiators.Itisalsothemostdifficultneedstomeet下一页上一页返回Unit3ThePsychologyof

BusinessNegotiationPeople’sself-realizationistoshowtheirownvalue.Toevaluatethenegotiator,itisnotenoughtoobservethebenefitshestrivesfor.Underwhatconditionandhowhestrivesforthebenefitsshouldalsobetakenintoconsideration.Ingeneral,tocomparenegotiatingachievementobtainedinadifficultsituationandthatofafavoringcondition,theformerwillberegardedasmoreself-realizationneedsachieved下一页上一页返回Unit3ThePsychologyof

BusinessNegotiationNotesHesuggeststhathumanbeingstakea