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谈判是指人们为协调彼此之间的关系,满足各自的需要,通过协商而达到意见一致的行为过程。简单地说,谈判的实质就是满足需求的过程。在谈判过程中,双方总是处在一种极其复杂的心理活动中,这种复杂的心理活动会引起不同的外部反应,从而构成各种情绪色彩,如喜、怒、哀、乐等,它通过人的体态语言表达出来。通过对这种体态语言的研究,能帮助谈判者在谈判过程中及时地把握对方的心理动态,加以有效利用或清除己方不利于谈判的体态语言,从而取得谈判的成功。
Negotiation is the process by which people meet their own needs in order to coordinate their relations and reach consensus through consultation. In short, the essence of the negotiation is the process of meeting the needs. During the negotiation process, both parties are always in an extremely complex psychological activity. Such complicated psychological activities can cause different external reactions and thus form various emotional colors such as hi, anger, sorrow, music, etc. Through the human body language expression. Through the study of this kind of body language, it can help negotiators to grasp each other’s psychology in time and make effective use or removal of one’s body language, which is unfavorable to negotiation, so as to obtain the success of the negotiation.