The Significance of Self-Efficacy in Business Negotiation_英语论文

摘要

随着中国加入WTO，中国的经济增长大家有目共睹。这不仅表现在与国外经济的密切往来，外贸行业的不断发展，国内商务领域也取得了实质性进展。而商务活动最离不开的便是商务谈判，双方为维护各自利益就某一事项进行谈判。商务谈判不仅是商务问题的谈判，也是谈判心理的较量。这就意味着谈判结果好坏与谈判者的谈判能力有密切关系。本文根据班杜拉在《思想和行为的社会基础》中提出的自我效能感理论（自我效能感：指个体对自己是否有能力完成某一行为所进行的推测与判断）对商务谈判人员在商务谈判过程中的心理过程进行分析并说明正确的自我效能可以对谈判结果产生积极作用。

关键词：自我效能感；商务谈判；谈判心理

Contents

摘  要 .I

Abstract II

1 Introduction 1

2 The Self-efficacy 1

2.1 The Origin and Definition of Self-Efficacy 1

2.2 The Factors Effect on Self-Efficacy 2

2.2.1 Performance Experience 2

2.2.2 Vicarious Experience2

2.2.3 Verbal Persuasion 3

2.2.4 Situation Condition 4

2.2.5 Emotional Status. 4

2.3 The Function of Self-efficacy .5

3 Business Negotiation and Psychology of Business Negotiator 6

3.1 The Definition and Significance of Self-Efficacy .6

3.2 Analysis of Business Negotiators’ Psychology in Business Negotiation. .7

4 The Formation and Application of Business Negotiators’ Self-efficacy 9

4. How Business Negotiators Can Get Effective Self-Efficacy? 9

4.1.1 Providing Role Demonstration, Observation Study 9

4.1.2 To Create a Relaxing Atmosphere, Reduce Business Negotiators’ Anxiety. 9

4.1.3 Learn to Attribution and Provide the Feedback of Attribution Timely 10

4.2 How to Utilize Self-Efficacy Effectively in Business Negotiation? .10

5 Conclusion 12

References 1