1）生理需求.ppt

PART Ⅰ ESSENTIALS OF NEGOTIATION 1 Negotiation: The Mind and the Heart 2 The Negotiation Flow (Procedure and Structure) 3 Preparation: What to Do Before Negotiation 4 Distributive Negotiation: Slicing the Pie 5 The Power of Fairness 6 Win-Win Negotiation: Expanding the Pie 7 Strategy and Tactics of Win-Win Negotiation 8 Law of Interest Distribution 第一篇 谈判的基础知识 1 谈判：心灵与智慧 2 谈判流程（程序与结构） 3 谈判准备：谈判之前干什么？ 4 分配式谈判：分割馅饼 5 公平的力量 6 双赢谈判：扩大馅饼 7 双赢谈判的战略与战术 8 利益分配法则 8 Law of Interest Distribution 8 利益分配原则 During a negotiation, interests of different kinds mix with one another and interact with each other, exerting their influence directly or indirectly on the outcome of a negotiation. Even in one side of negotiating party, every team member’s interest is different. 在谈判过程中，不同类型的利益 相互交织， 互相作用， 对谈判结果发挥着各种直接或间接的作用。 即使在谈判一方内部， 每个成员的利益也是不同的。 Most of negotiators are obviously in a conflict between personal interests and group interests. The following part is contributed to a detailed discussion on how interests of different negotiators and groups are interrelated with each other and exert influence on the final results of negotiation. 大多数谈判者都大会遇到 个人利益与组织利益的冲突问题。 本章将具体介绍各种不同个人和群体的利益 如何相互关联 如何影响谈判结果。 8.1 Needs Theory The satisfaction of needs motivates virtually every type of human behavior and has a direct impact on negotiations. 8.1 Needs Theory 8.1 需求理论 满足各种各样的需求 几乎成为从事各种活动的动机， 对谈判也产生着直接的影响。 （谈判中的利益，实质上就是各种各样的需求。 谈判者需要了解需求理论。） Professor Abraham H. Maslow of Brandeis University, in his valuable book Motivation and Personality （1954）, presents seven categories of needs as basic factor in human behavior. These provide a useful framework for studying needs in relation to negotiati