談判過程與馬斯洛的需求理論 Negotiation and Maslow's Hierachy of Needs

Accordingto Maslow’s hierarchy of needs, human beings have 5 level needs, includingPhysiological needs, Safety needs, Love and belonging, Esteem andSelf-actualization. For the most part, physiological needs are the literalrequirements for human survival, such as sleep, water, food, air, etc. If theserequirements are not met, the human body simply cannot continue to , as the host party of a negotiation, in the preparing stage, it’s necessaryto arrange well the others daily life, such as hotel, restaurant, andtransportation.

根據馬斯洛的需求層次理論，人有5個層面的需求，包括：生理需求、安全需求、情感和歸屬需求、尊重需求和自我實現需求。一般來說，生理需求就是人類最原始的需求，如睡覺、水、食物、空氣等。如果這些需求得不到滿足，人的身體機能就不能正常運轉。所以，作爲談判的主辦方，要在準備階段安排好其他人的日常生活，如住宿、吃飯和交通。

Safetyneeds is also an important part for a person. During the whole stages ofnegotiation, all negotiators’ safety should be attached enough importance, sothat can keep the negotiation smooth. And the safety needs means not only thepersonal security, health and well-being, but also the financial security.

安全需求也是人5種需求中很重要的一部分。在談判的各個階段，談判者的安全也需特別重視，以便保證談判的順利開展。而安全需求不僅包括人身安全、健康，也包括財產安全。

Andduring the negotiation, both parties should show respect to each other. Whensomeone is doing the presentation, the listeners should focus on what he or shesays, while the presenter also should care about the listeners understandingand allow them to ask questions or even challenge. And these features areincluded in the esteem and self-actualization.

在談判過程中，談判雙方都要互相尊重。當有人在做演示時，其他人應該要認真聽講，而所做的演示也需考慮聽衆的理解能力，允許提問甚至質疑，這些也包括在尊重需求和自我實現需求中。

Inone word, the processes of negotiation are the realization of a person’s needs.

總的來說，談判的過程即是一個人需求不斷實現的過程。