Negotiation is a kind activity of exchanging each others’ ideology, and ideology is the reaction and the result of people’s psychological activity. People express the proposition, make the suggestion, take the strategy, and even finally make the decision at the negotiation table, all that is the result of the people psychological activity. Therefore, it is successful of the negotiation to have the research on the people negotiation ideology. On one hand, it can help us to hold the opponent’s ideology, and then occupy the initiative and advantage. On the other hand, it can also help us to adjust and control our negotiation psychological activity and psychological posture on a proper time, and then we may remain at the best level to create a good condition for negotiation.
This article elaborates the significance of the paper about selecting topic and the concept of the international business negotiation, proposed the importance of analyzing negotiation opponent’s psychology. Then based on the concrete case about analyzing the negotiation of China and Japan farm machinery equipment pointed out that the change of the opponent’s psychology has impact on the international business negotiation, finally we induces that the suggestion according to the change of the opponent’s psychology in the international business negotiation .
【Key Words】International Business Negotiation; Negotiation Opponent; Affection