Abstract: The paper is derived from the phenomenon that the application of psychology in business negotiations is wider, and discusses the development of psychology, the principles of the relevant theories, and the characteristics of international business negotiations. Then combined with the characteristics and the principles of international business negotiations, we discuss the application of psychology in international business negotiations from behavioral psychology and social exchange theory. At the same time, the paper makes prediction and description of psychology in international business negotiations. This article aims to explore the use of psychology in international business negotiations and hope to be the reference for related researches. 

Key words: psychology; behavioral psychology; social exchange theory; international business negotiation

CONTENTS  

Abstract

中文摘要

1. Introduction...1

2. Theoretical Background ....1

2.1 Behavioral Psychology Theory and Social Exchanges Theory

2.2 International Business Negotiations

2.3 Related Studies

3. Application of Psychology in International Business Negotiations..4

3.1 Behavioral Psychology in Business Negotiations

3.2 Social Exchanges Theory in Business Negotiations

4. Conclusion..6

Bibliography...8

Acknowledgements....9