国际商务谈判英文版课件刘婷 ISBN9787566305107 PPTchapter2.ppt

《国际商务谈判英文版课件刘婷 ISBN9787566305107 PPTchapter2.ppt》由会员上传分享，免费在线阅读，更多相关内容在教育资源-天天文库。

1、InternationalBusinessNegotiation1Chapter2NeedTheoryandGameTheory2TeachingObjectivesAfterstudyingthismodule,youshouldbeabletoknow:1.Whatisneedtheory?2.Howtoapplyneedtheorytointernationalbusinessnegotiation?3.Gametheoryandnegotiation3NeedtheoryGametheory123Contents

2、42.1NeedtheoryNeedtheoryexplainstheforcesthatdrive,motivate,andevencontrolmuchofwhatwedo.AbrahamMaslowdeterminedthatthereisaninnateinstinctmetricthatguideshowpeoplerespond,fightornegotiate.Histheoryofthehierarchyofneedsisthebasisofthismetric.52.1.1Maslow'shierarc

3、hyofneeds6Hierarchy(1)Physiologicalneeds(2)Safetyneeds(3)Loveandbelonging(4)Esteem(5)Self-actualization72.1.2theneedtheoryandnegotiation(1)Survivalneedsandnegotiation(2)Securityneedsandnegotiation(3)Socialneedsandnegotiation(4)Egoneedsandnegotiation(5)Self-actual

4、izationneedsandnegotiation82.1.3EnlightmentfromtheneedtheoryNegotiatorsshouldlearntousetheMaslowNeed-TheoryModelasasituationalthermostat.Judginghowtheotherpersonreactstooffersorproposalswillrevealhowclosetomakingthedealtoopainfulfortheotherpersontoaccept.Youcanno

5、texpecttheotherpersontobehurtsobadlytheywillloseabasecommoditylikemoneybyagreeing.Similarly,ifyoucanfindwaystosatisfyneedshighontheother'spersonalhierarchy,youmaybeabletomakethemsacrificefinanciallytogainthatsatisfaction.92.2GameTheory2.2.1Theprisoner'sdilemmaThe

6、prisoner'sdilemmaisacanonicalexampleofagame,analyzedingametheorythatshowswhytwoindividualsmightnotcooperate,evenifitappearsthatitisintheirbestinteresttodoso.ItwasoriginallyframedbyMerrillFloodandMelvinDresherworkingatRANDin1950.102.2.2Strategyfortheclassicprisone

7、rs'dilemmaThebestdeterministicstrategywasfoundtobetitfortat,whichAnatolRapoportdevelopedandenteredintothetournament.11Wemustrememberthegoldenrulewhenitcomestobusinesscompetition,astaughtbytheprisoner'sdilemma:Actinginone'sselfinterestdoesnotalwaysserveone'sselfin

8、terest.12Thanks!13