Unit3 The Psychology of Business Negotiation （课件）-《商务英语》同步教学（北京理工大学出版社）

2023-12-03

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Unit3 The Psychology of Business Negotiation Learning Focus（学习要点） Master the Hierarchy of Needs Theory  掌握需求层次理论。 Comprehend correctly the embodiment of Needs Theory in the commercial negotiation  准确把握需求理论在商务谈判中的具体体现。 Enable to apply Needs Theory to the indepth analysis of negotiations  能够运用需求理论对谈判进行深层次的分析。下一页返回 1 Unit3 The Psychology of Business Negotiation Negotiation Awareness Commercial negotiations are the psychological battles among negotiators to some extent Not only the realistic condition but also the negotiation psychology has an effect on the commercial negotiations. Maslow’s hierarchy of needs is a theory in psychology，proposed by Abraham Maslow in his 1943 paper. A Theory of Human Motivation. His theories parallel many other theories of human developmental psychology，all of which focus on describing the stages of growth in humans. 下一页上一页返回 2 Unit3 The Psychology of Business Negotiation Understanding the strengths and weaknesses of Maslow’s hierarchy of needs is important in the field of commercial negotiations. Evaluating the different needs，values and drives of negotiators from different countries is incredibly valuable in cross cultural commercial negotiations 下一页上一页返回 3 Unit3 The Psychology of Business Negotiation Needs Theory Abraham Maslow developed the Hierarchy of Needs model in 1940-50s，and the Hierarchy of Needs. Theory remains valid today for understanding human motivation，management training，and personal development. He suggests that human beings take actions in order to satisfy essential needs and classifies human needs under five main headings 下一页上一页返回 4 Unit3 The Psychology of Business Negotiation Physical or survival needs Our most important need is to survive. To remain alive，a man must have food，water，shelter and rest. His thoughts and energies will be directed toward satisfying the survival needs and show little interest in the other four types of needs Security and safety needs Once the human being’s

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Unit3 The Psychology of Business Negotiation （课件）-《商务英语》同步教学（北京理工大学出版社）

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