Author(s)

Lanxi Gong

Corresponding Author

Lanxi Gong

ABSTRACT

This paper examines the feasibility of using the psychological technique “Door-in-the-face technique” in business negotiation “competitive bargaining.” Through refering to the experiment of psychologists Cialdini et al. on compliance and psychological bias “demand characteristic”, the limitations and the usages of psychological factors were analyzed. By analyzing the feasibility of the psychological factors, which reflect on business is the “first offer” in bargaining, it can be found that psychological influences exist in business negotiation; however, they are not decisive. Negotiators can effectively avoid interference by rationally treating information given by opponents, and focus on data benefits.

KEYWORDS

Psychological influences, the first offer, negotiators