Psychological Theories Of Negotiation

The application theory of psychology negotiation

Psychological factors of negotiation play an important role in business or management negotiation. Sometimes it can directly affect the process of negotiation and the final results. It is helpful to cultivate the psychological quality of the negotiators; figure out the mentality of the negotiation opponents; carry out psychological induction; express or hide the mentality of the negotiators and create a good atmosphere for negotiation.

1. Emotional regulation.

Negotiation is the emotional expression of the parties’ performance. During the negotiating, extreme emotions are absolutely necessary to avoid. When the emotions which may cause failure of the negotiation occur, some social skills

All of us hope that the negotiation can have a smoothly development, but some of the time things often backfire. When talking fail to deliver a breakthrough, it is sensible for both sides to seek a break in other directions. On the other hand, people can also give a positive sign to the other side on something which both sides reach a consensus. This can contribute to the progress of the negotiation to some extent.

(3) People should have enough patience to complete the negotiation.

During the negotiation, sometimes people are easily to be anxious, impatient and impulsive as the time passing. This situation will become worst when the negotiation deadline approaches. However, enough patience may help you to avoid making mistakes. So people should try their best to control their emotion.

2. Well preparation

(1) Clear aims

To do a negotiation, people should know their aims clearly. In other words, what they really need, what is the most important purpose and what the bottom line of this negotiation is. If achieve the main aims is the mark to estimate a negotiation is successful or not. Meanwhile, you cannot get too far out of bottom

Only when we clearly know the opponents’ information including what they want to get, what can they provide us and estimate a bottom line of them. This will make a great contribution for you to succeed.

3. Be faced with frustrations of psychology.

In business negotiations, whatever cause negotiators having psychological setbacks, it will have a negative impact on the success of negotiation. In light of this, negotiators should be well prepared for facing psychological frustrations before the beginning of negotiation. Apart from this, people also need to know how to deal with psychological setbacks.

(1) Well mental preparation.

Treat psychological setbacks correctly also need to make preparations for the negotiators before its start. Situations that may occur in the commercial negotiations should be estimated fairly in advance. This can effectively avoid or overcome setbacks.

(2) The courage to face setbacks.

The negotiators must be fully prepared for the difficulties (or even failure) of the negotiations which may happen, and then have the ability to against them calmly.

(3) To be