Abstract:With the China’s economy’s prosperity at a rapid speed, business negotiation at home and aboard has been conducted far more frequently. In order to raise the efficiency and probability of success and win advantageous position in the business negotiation, therefore, it is necessary for negotiators to analyze counterparts’ behavior and figure out some methods to satisfy their needs and discover some traits that affect the way the counterparts behave when negotiating. To study the application of Maslow’s hierarchy of needs in business negotiation, on the basis of reviewing the research results by other scholars, the paper studies the main content of the theory. First, Maslow’s self-actualization theory is analyzed. Based on deep research of Maslow’s self-actualization, four specific case studies of business negotiation practices are fully explained and analyzed in the study. Then reasonable skills and strategies are proposed for negotiators.
Key words: Business Negotiation Maslow’s Hierarchy of Needs Self-actualization Need
摘要：随着中国经济日益繁荣，商务谈判在国内外被越来越频繁的采用。为了能够在商务谈判中占据有利地位，以及提高谈判成功的效率和概率。因此，在商务谈判中，通过分析对方的行为,可以找出解决办法来满足对方的需求，以及在谈判中发现影响谈判的特征。在回顾现有研究成果的基础上，研究了马斯洛的需求层次论的主要内容和在商务谈判中的应用。首先，从马斯洛自我实现理论的角度出发。自我实现理论是马斯洛人本主义心理学的核心观点，在对马斯洛自我实现理论的深入研究下，结合具体的谈判商务案例分析。通过分别分析这些案例，并且为谈判者提供合理的谈判技巧和策略。
关键词：商务谈判 马斯洛需求层次论 自我实现
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