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1 of 1 people found the following review helpful:
5.0 out of 5 stars
Uses Maslow's Hierarchy of Needs as a Basis for Negotiation,
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This review is from: The Complete Negotiator (Hardcover)
The author is about the only communication specialist, business, sociological, interpersonal, or psychological that I know that uses Maslow's hierarchy of needs as a basis for negotiation. I feel this idea, by itself, is really brilliant. Translated into the business world it means that any successful deal, especially in the long term, must meet the basic needs of both groups. Listening to identify these needs is important and then negotiating to meet these needs is essential. There are five basic levels of needs, physiological (survival), safety/security, love and belonging, esteem, and self actualization (creative). We tend to move up the scale of needs as each lower need is satisfied. This can be seen in a conversation if we learn to look for the cues. I have read a lot of communication books, many of them are valuable, but this particular piece is a very big key and this author shares it.
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Complete Negotiator by Gerard Nierenberg (Audio CD - April 1, 1992)
$29.95
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