商务谈判中的情感策略（Emotional strategies in business negotiation）.docVIP

商务谈判中的情感策略（Emotional strategies in business negotiation） Psychology shows that human behavior contains no complicated psychological factors, and shows the antagonism and unity between reason and emotion. In the process of business negotiation, it contains emotional confrontation and communication from beginning to end. To understand the emotional factors in the negotiations, will help us in business negotiations, to grasp their own, understand others; proper use of affective strategies is beneficial to us in different places, to affect the opponents negotiating position by emotions and induction, and grasp the initiative in the negotiations. 1, the main emotional performance in negotiations The emotion is to reflect the relationship between the human subjective need of objective reality and people, but also to the objective things and object attitude experience, emotion is generated based on the objective things and the object is to meet the needs of the people as the intermediary, it is the reflection of individual and social demand in the brain. In business negotiation, there are mainly six forms. Joy, anger, sorrow, surprise, grief, fear 2 emotional strategies in business negotiation The affective strategy refers to the process of business negotiation, using emotional induction and to vent affect the opponents negotiating position, this is actually a kind of psyche. It is often effective to use strategy to induce and vent influence on the opponents judgment in business negotiation. Negotiators may, depending on their needs, have subjective feelings, vent their feelings, or satisfy their feelings, thereby influencing each others emotional world. Emotional outburst strategy Refers to the use of emotional negotiators mutation or outbreak of irrationality to shake each other normal negotiation psychological state, to break each other already established rational psychological balance, which can make ones own advantage at a loss, at the negotiating table, to gain the