Attack is the most common psychological frustration, the individual vent anger after the setbacks of the excesses. Dollard suppose that the attack was thwarted secondarybehavior. Human aggression is caused by frustration, frustration always cause aggressive behavior. Under normal circumstances, does not directly lead to frustration and aggressive behavior, but lead to aggressive behavior induced by some kind of stimulus (an offensive drive), then this stimulus would cause or accelerate the emergence of aggressive behavior. Aggressive behavior in business negotiations general are shown by the means of movements and expressions, text, etc., will vent their anger directly or indirectly constitutes a setback to the person or thing on. Aggressive behavior results in the negotiations lead to the escalation of conflict is bound to the negotiating parties, so that the negotiations had to continue to premature death

　　3.2 Anxiety— Induced Misjudgment

　　Anxiety is a vague hunch. Is unfortunate and dangerous around the corner, will head down in their own or their family members, resulting in a negative emotional state. There are three aspects of performance: tension, fear; irritability, uneasy; worry, worry. In this state, the negotiators can not be objective and accurate analysis of the development trend of the negotiations, so that disruption of the implementation of the negotiation strategy, easy to make wrong judgments

　　3.3 Depression, Despaira— Ccelerated Failure of the Negotiations

　　Depression is a depression 论文范文http://www.chuibin.com/ as the main performance. Accompanied by slow thinking, will, activity loss, low self-esteem, lack of confidence, low self-evaluation: hopelessness, negative, or even degradation of, that shown by the setbacks are not commensurate with their age of childish behavior. For example: feeling out of control or as a child take a series of wildly irrational behavior. Once the performance of the negotiators, that is to tell each other that they have completely lost confidence. Declaration of failure of the negotiations

　　4 Business Negotiation Strategies

　　4.1 Learned to Make Concessions

　　Making concessions is one of the most popular strategies used in the bargaining process to keep nogotiation on going,making concessions however has a lot to do with many other factors. Every concessions is very closely conncted to a party's own interests. Although it depends mainly on the nogotiator's flexible usage of the tactis of maiking concessions ,it also constrained by some basic principles.the following prinples are often used：

　　（1）Aconcessions by one party must be matched by a concessions of the other party ;

　　（2） it's better for the pace of concessions to be as little as possible and the frequency of concessions to be slow .what 's more,the pace of concessions mmust be similar as between the two parties;

　　（3）A party should trade their concessions to their own advantage,doing their best to give the other party plernty of satisfaction even if concessions are small;

　　（4）A party must help other party to see each of their concessions as being significant;

　　（5） Move at measureed pace towards the projected settlement point.

　　（6） reserve concessions until they needed.

　　4.2 Wearing Away the Rock with Water

　　“wears away the rock with water” refers to, in the negotiations have the dangerous aspect or opposite party insisted when does not yield, adopts the soft technique to greet the opposite party hard manner, avoids the following conflict, thus achieves subdues the goal one kind of strategy. The father has said: Supple

　　could the gram just. When negotiates is in the unfavorable situation or the weak trend, the best strategy avoids opposite party point, wears away the rock with water

　　Will sometimes meet the match which in the negotiations arrogant, will make a great show of one's talents, their common characteristic will be obstinate, arrogant, occupies a commanding position, always wants to direct or to control opposite party. Such treater, meets the tough head-on with toughness no doubt may, but often easily forms the bilateral mood the opposition, endangers the negotiations ultimate objective realization. In the most situations, the treater the request which proposed to the aggressive match, may not express the response temporarily, but awaits calmly moving of the enemy by me, treats fatigue of leisurely the enemy by me, rubs its edges and corners by the gentle supple slow protracted war, frustrates its spirit, shoulders him to be sick of the mood, waits for an opportunity to change from defensive to offensive, captures the negotiations the final victory

　　Does in this aspect Saudi Arabia's petroleum big shot Yamani splendidly, he is good at wearing away the rock with water, causes opposite party to accept the condition admiringly. An American stone oilman once like this narrated Yamani's negotiations art: “Yamani when negotiations always the song, intimidates not at all loud in a low voice. He fiercest one move is calmly redundant another question, finally does exhaustedly you, can not but cup one hand in the other across the chest own ancestor paternal grandmothers to let. He is the most negotiations match which formidably I have had to do.”

　　4.3 Woolly-Headed Strategy

　　Woolly-headed is light sentence in the event of an unfavorable situation or one's own time, pretending to be confused, and as a cover to paralyze each other's morale, under false pretenses in order to achieve the purpose of strategy. Pretend to be confused opponents pressing harder and harder to resolve, bypassing the unfavorable terms of one's own, and the light diverted to the sub-topic of trading conditions conducive to one's own. When the other party that you misunderstood his meaning, they tend to quickly explain to you, unknowingly affected by your words, in the nurture of receiving your request. Therefore, negotiation is always a veteran of "woolly-headed" as one of their creed, if necessary, to cool to "confused" for a while

　　Pretend you confused in a "clever" word, if self-defeating, with the result is not good. Fool to have a certain degree, if more than this degree, more than the tolerance range of each other, is bound to affect the feelings, and even the whole cause the breakdown of negotiations. In addition, the fool, intentional mistakes or misunderstandings can not exceed the scope permitted by law, or give rise to many unnecessary lawsuits.

　　With compliments of expression. In the early stages of business negotiations is difficult to grasp each other's true intentions, the problem is difficult to come up with effective, substantive progress is difficult negotiations, priority is to understand each other's true intentions, and other related information. Speaking from the pragmatic strategy, by praising the other party talks may be intended to detect, access to relevant information; speaking from a psychological strategy, and praise be to shorten the psychological distance of the negotiating parties, harmonious atmosphere of the talks will help reach an agreement. But praise the use of negotiating strategies compliment, you need to note the following: First, be sincere attitude, scale appropriately to do, and if too much touted, it will become a mockery. Second, from the way the negotiations to respect the other person's personality, considering the other person's self-consciousness. Thirdly, attention should be paid from the effect of those reactions is praised. If the person has a good response, may once again praise the icing on the cake; seem indifferent or impatient if the other party, we should go too far.

　　Conclusion

　　In summary,As the international business negotiations negotiators representing the interests of different countries and regions have different social, cultural and economic and political background, people's values, ways of thinking, behavior, language and customs are different, so that the factors that affect the negotiations more complicated, greater and greater difficulty of the negotiations. In the actual negotiation process, the adversary ever-changing styles vary, there are warm, is also a quiet person; a bold decision, is also a paranoid and more virtual persons; are good partners, but also deliberately aggressive persons; a gentleman, but also arrogant domineering arrogant pretentious person. All these manifestations are related to certain social and cultural. Economic politics. Reflect the different performance of different negotiators have different values ??and different ways of thinking. Therefore, negotiators must have extensive knowledge and excellent negotiating skills, not only vary at the negotiating table, with ease, but also pay attention to the information in the pre-negotiation preparation, information collection, the negotiations successfully by the intended program manner

　　【Acknowledgements】

　　This paper is finished under the kind care and tender guidance from our teacher Song Shuqin , Her serious scientific attitude, the rigorous doing scholarly research spirit, strives for perfection in work style, infects and drives me deeply. From the topic choice to project final completion,Mrs.Song throughout gives me the careful instruction and the unremitting support. For 3 years, teacher Song in school gaves me not only careful guidance, while also thinks of my life with meticulous care, meanwhile I would like to express our sincere thanks and great respect to Mrs Song.

　　Now this paper would be soon completed,my heart can＇calm down, From the beginning of the paper into the task successfully completed, how many respectable teachers classmate friend gave me silent help, here please accept my sincere appreciation! Finally I would like to thank training I grow up the parents reared, thank you.

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