The Study About The Factors Influencing Negotiator Emotion In Business Negotiation

In the business negotiation, making use of every kind of factors (stimulates) to influence negotiator's emotion and to control negotiation is a important and valid means for Chinese and Foreign negotiators. The factors which causing the negotiator's emotion takes place are the variety numerous, and these factors cause different emotion in the different negotiator. Therefore, negotiator usually think this important method is hard to be used. In practice, the negotiate expert usually rely on his experience to make use of this kind of method, but the elementary negotiator often feel this kind of method with very difficult, even is to feel mystery unfathomable. To solve the problem which the business and learner usually meet, we sets out from the business the actual scene, in tallying up the related theories in large quantity with the foundation that people of the past practice, make use of from the plait questionnaire, pass to 244 usually be engaged in the personnel of the business activity proceeds the questionnaire investigates, and makes use of factor analysis method, get a factor for in business negotiate movable process, influence negotiator's emotion combining can for negotiatingmanipulating with control is: negotiator's strength , attitude, negotiate ability, time, location environment, emotion, negotiate progress condition the peace negotiations judges of behavior quality eight aspects. These eight factors is a method path that business negotiates the personnel can affect the opponent negotiator's emotion in order to in fulfillment. At the same time, we proceeded the quest to the different and individual influence difference to these factors. The result shows, negotiate strength, outward appearance...etc. factor negotiates to female influence than male is big. On the other hand, the employee suffers the negotiation the influence of job etc. factors is bigger, governor pays wore attention to the inside quality.