Theory of Mind refers to the ability of a person to understand others' thoughts。People with high levels of psychological theory can be easier to set up to understand the emotional emotion and thoughts of others，Knowing the thoughts and psychology of others may be different from yourself。The root cause of its philosophy can be traced back to the discussion of the heart of Lenieccart of Lenne 400 years ago。Psychological Studies Discovery，Ordinary people have simple psychology or popular psychology，The ability to attribute to other people's behavior and infer the psychological state and intention of others。1978，Compare psychologists David Premack and Guy Woodruff found that adult chimpanzees also have the ability to understand human intent。Development Psychology Research Discovery，Children are born with basic psychological theories，But after many years of development, you can achieve the level of complex psychological theory of adults。The 1980s，Italian neural scientist Giacomo Rizzolatti and his team discovered the mirror nervous system，Found a physiological basis for psychological theory and empathy。

From the application level，Not every adult has the same level of psychological theory。Children with severe autism may not develop a comprehensive psychological theory throughout their lives; people with anti -social personality disorders may be able to understand the idea of ​​others，But I can't really understand the emotions and feelings of others。Except these two extreme people，There are individual differences in the performance of ordinary people in psychological theory。Communicating with people to communicate Bet365 lotto review with people needs to understand the intentions and ideas of others，Therefore, the level of a person's psychological theory directly affects the quality of communication with people。Negotiation is a good example。Usually，Negotiation is a more intense interpersonal communication scene，Successful negotiations have high requirements for communication。Psychological theory has a great impact on the effect of negotiations。Research results proof，Psychological theory Especially the influence of thinking ability on negotiations is far greater than intelligence。

Human negotiations have a long history，But the scientific research of systematic systems on negotiations starts from gaming theory。Since 1947, John Von Neuman and Oskar Morgenstern published "Theory of Games and Economic Behavior"，Game theory has always been a powerful framework for negotiation research，It is still widely used in the research and teaching of negotiations until today。For the past half a century，With psychology、The rapid development of behavioral science and brain science，Negotiations from the original main dependence on economics and rational analysis，To now become a mature cross -disciplinary research field，I have accumulated rich data。Research on negotiating studies，The height of negotiation depends on the negotiator’s deduction thinking ability。As the name suggests，Thinking of the other way is the ability to think from different angles。

　　bet365 Play online games Research discovery of research found by William Maddux and others，Those who think in discharge are actively imitating each other's language habits and behavioral characteristics，Can create and strive to get greater value。Instead of thinking, not only can people think from the perspective of the other party，and can make people choose different attention points。Negotiations can pay attention to their desire，That is the most desired result or the best result; you can also pay attention to the bottom line，This is the worst result that can be accepted; you can also pay attention to the other party's desire or bottom line。Research Discovery，Even if I don’t know the exact information，Just paying attention to different points will significantly affect the results of the negotiation。This is because human attention is exclusive，That is, you can only pay attention to one point in a time。Follow yourself，I cannot pay attention to the other party; I follow my own bottom line，I will ignore my desire。

Differences of attention，Adam Galinsky and others discovered，When negotiating，The first party of the first price will usually have a huge advantage。Because the price is usually closer to the desire of the price person，The result that people who are closest to the first price first want the most desired results。This，The person who opened the price first not only puts his own attention on the most favorable aspect for yourself，You can also lock the other party’s attention on the most favorable aspect of yourself。Due to human cognitive adjustment ability limited，Lock the focus on the price，The final result will be closer to this price。This phenomenon is called anchor effect in negotiations，is one of the most common negotiation phenomena。Is there a way to break this anchor effect? Research on the study of THOMAS Mussweiler and Thomas Mussweil，Dwish thinking is the most effective method。If the other party opens the price，You should take the initiative to adjust your cognitive focus to the other line of the other person or your desire，This can effectively fight the anchor effect brought by the other party's first price。

bet365 best casino games What needs attention is，The first price will not always bring benefits。Only those close to the desire can bring benefits to the price of the price。Because I was afraid of being rejected by the other party，Afraid that it doesn't make sense enough，Farewell to the relationship between the two parties，Negotiations are easy to open the price too low。In this case，The attention of the negotiating person is locked on the bottom line，The price will be too close to the bottom line。

In some extreme circumstances，The other party may immediately accept the negotiator's opening price。2017 Nobel Prize winner Richard Thaler called it "the curse of the winner"，It means that a person has successfully achieved his own goal，But it is destined to fail，Because the victory is so easy because the pursuit is too low。Instead of thinking, you can also overcome the "curse of the winner" to a certain extent。Most of the negotiations have the potential of win -win，You can make the "cake" bigger，Scroll again。Research Discovery，High level of psychological theory、The performance of people with strong ability to think in discharge will be better in win -win negotiations，The result will also be better。

　Second, the influence of negotiations in the interchange and empathy.There is another dimension for psychological theory，Refers to empathy。Different thinking with cognitive interchange，The impact of empathy on negotiation is more complicated，It will even bring bad results。Instead of thinking is a cognitive process，The ability to think and analyze problems from the perspective of others。Compassion is to appreciate the ability of others to feel。Frequently saying that the body refers to the change of thinking，Compare the heart to the heart is convergence。For example，Predating the intention and strategy of the other party when playing chess is to think in other places，It is a cognitive ability; experience the dilemma and pain of others，is empathy。

Research of Adam Greensky and others，Negotors with strong thinking ability can more excavate the deep interest points of both parties，Find a new solution when you can't see the obvious solution。and empathy make the negotiating people easily be affected by the opponent's strategy，Examination is too cooperative，I will even actively sacrifice their own interests to safeguard each other's interests，At a disadvantage in negotiations。

Concerning thinking and empathy can help the negotiators to establish a trust relationship，But the foundation established is different。The trust brought by the dependent thinking is cognitive trust，The trust brought by the two parties to understand each other's point of view，will be more helpful to exchange information、Solve the problem。The basis for building a trust in empathy is emotion，It will make people care more about each other，More willing to make sacrifice for the other party。When making friends，Compassion is obviously the most important，But in the scene of negotiation，The trust brought by the dependent thinking is more helpful。

　　Third, the dependent thinking allows the negotiations to be born.As a "invisible hand" as a negotiation，Those who are negotiated、Processes and results have a great impact。When the power is not at the same time，People who are in advantages will be easier to lose the ability to think about the interchangeable thinking。Adam Greensky's research team discovered，Let a person write on his own mind，The words written by some people are for themselves，The words written by some people are for others。Those who remember that they have the control of control will feel that they have more power，The words these people write on their heads are the proportion of themselves more。

Negotors at low power positions often use emotional people，Win the sympathy of the other party through "selling miserability" or draw the gap between the power of both parties by anger。Research of Cameron Anderson and Leigh Thompson，When negotiating，The emotional expression of people in an advantageous position can affect negotiating opponents，The emotional expression of the person in the disadvantage is completely without effect。Therefore，When the negotiation is in an advantageous position，If it can overcome the impact of high power on cognition，Active dependency thinking，Pull the distance between the two parties，It is helpful for reaching a win -win negotiation。If you are at a disadvantage，You can also understand the other person's intention through the other way，Effects the effect of negotiation by choosing a suitable negotiation method，You can also reduce the adverse effects of power on the other party by persuading the other party from your perspective。

　　Fourth, think in other ways to save negotiations.Everyone has a tendency to self -centered，The differences in the negotiations make people feel that the other party does not make sense、Ignore，No sincerity of negotiation，Then lead to the generation of negative emotions。These negative emotions sometimes make the negotiators choose to refuse when they should agree，Instead of thinking can effectively reduce the destruction of self -centered negotiations，Reduce the possibility of the rupture of the negotiation。

As a social person，Can understand the thoughts and intentions of others，For successful social、Communication and negotiations are important。Psychological theory has in -depth and bet365 best casino games various effects on negotiations，Negotiations that can save failed、overcome the obstacles in negotiations、Cultivate health trust、Reached excellent negotiation results。To be a master of negotiating，Improve negotiation，High -level psychological theoretical level is essential。

　(Author Unit: also knows Yingying Education Technology (Shenzhen) Co., Ltd.; Department of Psychology, Hong Kong Education University)