1.3heories of International Business Negotiations（课件）-《国际商务英语》同步教学（北京理工大学出版社）

Chapter One An Overview of International Business Negotiations Section 1 Outline of the Book Section 2 Definition of International Business Negotiations Section 3 Theories of International Business Negotiations Section 4 Features of International Business Negotiations Section 5 Objectives of International Business Negotiations 下一页 返回 1 Chapter One An Overview of International Business Negotiations Section 6 Categories of International Business Negotiations Section 7 PRAM Model for International Business Negotiations Section 8 Principles of International Business Negotiations Section 9 A Case of International Business Negotiations : How Giving Face Can Brew Success 上一页 返回 2 Section 3 Theories of International Business Negotiations 3.1 Game theory Game theory ( 博弈论), also called “ zero-sum theory”or “ win-lose game theory,冶purports to have a deep understanding of rational behavior in conflicts and to maximize a party’s outcome in a negotiation . Game theory is regarded as an interactive, separate decision made on the basis of interdependence and mutual adjustment, and it places great emphasis on rationality and common knowledge, and the relationship between negotiators is competitive in nature.In this case, one’s win is at the cost of the other’s loss.Because there are conflicts of the negotiators’interests, the parties involved compete and cooperate simultaneously. 下一页 返回 Section 3 Theories of International Business Negotiations 3.2 Needs theory Needs theory, developed by Abraham Maslow (1954), mainly refers to the hierarchy of needs of human beings . It applies to every type of human behavior and thus has a direct impact on negotiations . Maslow’s Hierarchy of Needs states that people must satisfy each need in turn, starting with the first, which deals with the most obvious needs for survival itself.Only when the lower order needs of physical and emotional well being are satisfied are people concerned with the higher order needs of influence and persona