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3 Needs and Motivation

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Chapter Summary

Every negotiation begins with a desire. The subject of the negotiation broadens from discussion of a single issue to several issues. In terms of the behaviour involved, it passes from confrontation to cooperation. The question can thus be formulated as follows: is the other party interested only in the main issue of the negotiation, or does he have other needs? Meticulous preparation, attentive observation and skilful questions put before and during the course of the negotiations, or better still, over an informal meal together, will doubtless soon provide an answer to this question. Once we have discovered the real interests, needs and values of our adversary, we come to what is actually the most important question of all: How can they be used for our negotiation, as far as possible to the advantage of both sides. This chapter proposes some answers to this question.

Keywords: motivation; needs; negotiation



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