The Complete Negotiator

by Gerard I. Nierenberg

Book Overview

From the bestselling author of How to Read a Person Like a Book and The Art of Negotiating, the definitive audio program on negotiating... The Complete Negotiator featuring the author Gerard I.... This description may be from another edition of this product.

• Format: Hardcover
• Language: English
• ISBN: 0936305002
• ISBN13: 9780936305004
• Release Date: January 1986
• Publisher: Nierenberg & Zeif Publishers
• Length: 345 Pages
• Weight: 1.35 lbs.

Customer Reviews

Uses Maslow's Hierarchy of Needs as a Basis for Negotiation

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.