What actually happens in our minds when we negotiate? Why do some offers feel reasonable even when they’re not? And why do others trigger resistance before we’ve even thought them through? In this guided discussion, we’ll explore the psychology of negotiation: not tactics or tricks, but how the human brain reacts to power, uncertainty, perception, and pressure. We’ll unpack common myths, like the idea that negotiation is only about numbers or winning, and look at what’s really happening beneath the surface.

 

Together, we’ll examine how framing, expectations, identity, and emotion quietly shape outcomes, and why people often enter negotiations focused on what they want instead of how the other side is likely to think and feel. We’ll also explore how conditions, trade-offs, and numbers change meaning depending on context, and why perception often matters as much as reality. This isn’t a how-to workshop; it’s a thinking space designed to help you understand negotiations as a psychological process, so you walk away seeing everyday conversations, decisions, and agreements with sharper insight and calmer confidence.

 

在谈判中，我们的内心到底发生了什么？为什么有些提议即使不合理，依然让人觉得合情合理？又为什么另一些提议会让我们一开始就产生抗拒？在这场引导式讨论中，我们将一起探讨谈判的心理学：不是战术和技巧，而是大脑如何应对权力、不确定性、感知和压力。我们会打破一些常见误区，比如认为谈判只是关于数字或“赢”，看看表面下真正发生的事情。

 

我们会一起分析框架、预期、身份和情绪如何悄然影响谈判结果，为什么人们经常只关注自己的需求，而忽略对方可能的想法和感受。我们还将探讨条件、权衡和数字如何根据不同的情境改变含义，以及为什么感知往往和现实一样重要。这不是一个如何操作的工作坊，而是一个思考空间，帮助你将谈判视为心理过程，从而更加清晰、冷静地看待日常的对话、决策和协议。