谈判过程与马斯洛的需求理论 Negotiation and Maslow's Hierachy of Needs

According to Maslow’s hierarchy of needs, human beings have 5 level needs, including Physiological needs, Safety needs, Love and belonging, Esteem and Self-actualization. For the most part, physiological needs are the literal requirements for human survival, such as sleep, water, food, air, etc. If these requirements are not met, the human body simply cannot continue to function. So, as the host party of a negotiation, in the preparing stage, it’s necessary to arrange well the others daily life, such as hotel, restaurant, and transportation.

根据马斯洛的需求层次理论，人有5个层面的需求，包括：生理需求、安全需求、情感和归属需求、尊重需求和自我实现需求。一般来说，生理需求就是人类最原始的需求，如睡觉、水、食物、空气等。如果这些需求得不到满足，人的身体机能就不能正常运转。所以，作为谈判的主办方，要在准备阶段安排好其他人的日常生活，如住宿、吃饭和交通。

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

安全需求也是人5种需求中很重要的一部分。在谈判的各个阶段，谈判者的安全也需特别重视，以便保证谈判的顺利开展。而安全需求不仅包括人身安全、健康，也包括财产安全。

And during the negotiation, both parties should show respect to each other. When someone is doing the presentation, the listeners should focus on what he or she says, while the presenter also should care about the listeners understanding and allow them to ask questions or even challenge. And these features are included in the esteem and self-actualization.

在谈判过程中，谈判双方都要互相尊重。当有人在做演示时，其他人应该要认真听讲，而所做的演示也需考虑听众的理解能力，允许提问甚至质疑，这些也包括在尊重需求和自我实现需求中。

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

总的来说，谈判的过程即是一个人需求不断实现的过程。