Desire theoretical model and practice in negotiation

摘要

Negotiations are not only the competitions between forces. To use induction, abstraction and deductive method, through empirical analysis, propose negotiators have two mental models, point out of the negotiating parties' psychological desire is the key factors in negotiating profit. Modeling: negotiators should avoid the contrast of power, use aspiration thinking to make the other greed or fear, so that take the initiative in the negotiations to obtain more benefits.