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1、谈判行为中的真假识别（Identificationoftrueandfalseinnegotiation）Negotiationbehaviorisaverycomplexhumancommunicativebehavior,itisaccompaniedbythemultidimensionnegotiatorsverbalinteractionandbehaviorinteractionandpsychologicalinteractioninmanyaspects,theintricateinteraction.Inas
2、ense,bargainingcanbeseenasoneofthemanygamesofhumanbeings,agamethatisbothseriousandintellectual.Participantsfollowtherulesofthegametofindoutwhere,when,where,andwhathappens.NeilLenBerg,chairmanandnegotiatoroftheAmericanAssociationfornegotiations,saidthatnegotiationswe
3、reaprocessof"cooperativeegoism".Theresultsofthetwosidesmustseekcooperationtoacceptamutuallyallrules,eachlinkwhichrequiresnegotiatorsshouldtakearealidentityinthenegotiationbehavior,towinthetrustofeachother,followedbythecompletionofnegotiations.Butbecausethenegotiatio
4、nbehavioritselfisselfish,complexitymeans,coupledwiththegamewillallow,andnegotiatorsarelikelytofakecoverthemselvesandconfuseopponents,victory,whichmakesthenegotiationbehaviorhavebeenverycomplicatedtobecomemoretrue,trueandfalsecoherent,itisdifficulttoidentify.Thefollo
5、wingareonlythreeaspectstoanalyzethetrueandfalsephenomenainthenegotiationactivities.TheFirst,thesincerityofunctuousNegotiationisaprocessofseekingmutualcooperation.Sittingatthenegotiatingtableforconsultations,bothsidesshouldbesincere,otherwisethenegotiationsarenotnece
6、ssaryandimpossible.AccordingtoMaslowandNeallembergerneedstheory,theobjectivesofthenegotiationsistheneedforselfrealization,itisbuilttomeetthelowerleveloftheotherneedsofthepremise,canberealized.Therefore,asthehostofthewarmreception,comfortableandsafeenvironment,before
7、thenegotiations,privateexchanges,privatefriendlyexchanges,negotiationsintheprocessofwarmth,modesty,courtesy,shouldbesincere.Unlessyouwanttostabeachother,thenegotiationsbrokedownintentionally.TheHowever,innegotiations,negotiatorsacceptgenuinetoleranceisdifferentfromp
8、ersontoperson.Someveterannegotiatorswilluseyouinfrontofthefragilepsychologicalsincerely,unctuousconfuseyou.ItissaidthatJapanesebusinessmen
