Dissertation > Social Sciences > Sociology > Social structure and social relations > Social relations, social restrictions

A Study on Business Negotiation Tactics Based on Maslow's Hierarchy of Needs

Author YueChaoNan
Tutor LiuHuiHua
School Tianjin University of Finance and Economics
Course English Language and Literature
Keywords Business Negotiation Business Negotiation Tactics Maslow’s Hierarchy of Needs
CLC C912.3
Type Master's thesis
Year 2013
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Projection for future job market indicates that there is an urgent need of high quality business negotiators with the development of global economy. And it is widely accepted that a good business negotiation tactician should possess necessary knowledge in both business negotiation theories and practical tactics. Numerous books and articles have been dedicated to develop a comprehensive knowledge system and make powerful tactics to cultivate business negotiation tacticians. Recent years, many scholars have put forward that Maslow’s Hierarchy of Needs can be used to study business negotiations. But few devoted themselves to dig out how to apply Maslow’s Hierarchy of Needs in business negotiations.For this regard, this thesis will use the famous psychology theory——Maslow’s Hierarchy of Needs as the theoretical framework to make a tentative study on business negotiation tactics. The use of Maslow’s Hierarchy of Needs in making business negotiation tactics will be the research question of this thesis. By means of literature review and case study, this thesis works out ten spe(?) tactics according to the five hierarchies and concludes that needs brin parties together and serve as are the basis and driving force for a negotiation; the satisfaction of negotiators’ low level needs can make the satisfaction of negotiators’ high level needs more easier; And if negotiators’certain need cannot be met, it may be made up by satisfy needs at other hierarchies.Except the introduction and conclusion, there are three chapters in total. Chapter Ⅰ makes a comprehensive reflection on business negotiation, business negotiation tactics and Maslow’s Hierarchy of Needs. Chapter Ⅱ makes comments on Chinese and Western business negotiation tactics based on Maslow’s Hierarchy of Needs. As the major part of the thesis, Chapter Ⅲ analyzes the needs of different levels of Maslow’s Hierarchy of Needs, digs out the in-depth needs and motivations of negotiators, and works out the ten tactics for business negotiation as topped by the tactic to meet physical need. Those business negotiation tactics based on Maslow’s Hierarchy of Needs are expected to guide and help business negotiators to probe smartly, effectively into and make use of the their rival’s needs to achieve their own goals in the business negotiation.

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