Application Of Social Exchange Theory Of Psychology In International Business Negotiations

To study the application of Social Exchange Theory of psychologyin international business negotiations, on the basis of reviewing theresearch results of predecessors, this paper studies the main content of thetheory. Firstly, from the angle of social exchange, this paper creativelyapplies the theory to analyze the base and guideline of individualbehavior and differentiates extrinsic rewards and intrinsic rewards, andprovides reasonable ideas for negotiators. Secondly, compared withformer research results which focus on the angle of "need", this paperviews from "social exchange" to research. In the end, by conceiving amodel and analyzing some cases, this paper comes to its conclusion andoffers several useful suggestions for reference.