摘要

由于当代经济全球化的发展，各国加深相互间的交流合作，贸易往来越来越频繁，在这个过程中谈判就显得至关重要。在谈判过程中，多种因素的结合使得谈判局势瞬息万变，因此了解其中谈判相关方的心理活动对于谈判的胜利至关重要。商务谈判中处处渗透着博弈，熟练掌握博弈对于商务谈判的成功具有指导意义。本文在分析国内外文献资料的基础上，结合些许心理学相关知识：马斯洛需求层次理论博弈，公平理论博弈和囚徒困境，解释其中所涉及的相关心理学知识和具体体现，揭示其中所蕴含的复杂的商务谈判道理，并提出自身的建议和看法，希望能够在以后的谈判活动中对谈判人员有所启发。

关键词：商务谈判；博弈论；马斯洛需求层次理论；公平理论，红黑博弈

Contents

Abstract I

摘要 II

Introduction 1

1. Research Review at Home and Abroad 2

1.1 Research Review at Home 2 

1.2 Research Review Abroad 2

2. The psychological game concerning business negotiation 

2.1 The brief description of psychological game 3

2.2 The classification of psychological game 4

2.3 The relationship between psychological game and business negotiation 5

3. The analysis on specific psychological game in business negotiation 7

3.1 The analysis on Maslow's hierarchy of needs in business negotiation 7

3.2 The analysis on equity theory in business negotiation 10

3.3 The analysis on prisoner's dilemma in business negotiation 11

Conclusions 12

References 14