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In the open MANETs, nodes with different goals expect to benefit from others, but are unwilling to share their own resources. These selfish behaviors have posed increasing research challenges for cooperation. Negotiation as a key form of interaction for two or more parties enables nodes to announce their contradictory demands and seek to an agreement by concession. In the paper, the Service Negotiation model for Selfish nodes in the MANETs (SNSM) combines the policies of imitating rivals' behaviors and fast-approaching reserve prices presented to generate mutual offer and counter-offer for service bargaining. Specially, the model provides three types of changing rates of bids to speculate the rivals' behaviors. In addition, we improve the Weber-Fechner's law to self-adjust the deadline in the negotiation. Simulation results demonstrate our model has superior performances in increasing the negotiation efficiency, achieving mutual benefits between the service buyer and seller.