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People Negotiate to Fulfill Their Emotional and Physical Needs






     Writers have been pontificating for centuries on what human beings' real needs are. Abraham Maslow published his highly-quoted Theory of Motivation in 1943. His theory, although incomplete, addressed both the physiological and emotional needs of the typical human. Most recently, Anthony Robbins has published materials addressing some human needs not well discussed by Maslow. In his work "The Power to Shape Your Destiny," Mr. Robbins states people have six emotional needs.

The Six Basic Needs

The first four needs include:

1. Certainty: The need for stability in our lives.

2. Uncertainty: The need for variety in our lives.

3. Significance: The need to feel significant in what we are and do.

4. Connection and Love: The need to feel connected to people, to love, and be loved.

Of the four needs listed above, two are usually most dominant in an individual. The other two needs may be sought but primarily the two dominant needs are sought first. For example, some people may most want Certainty and to feel Connection and Love. Others may want Uncertainty and to feel Significant. However, according to Mr. Robbins, in general terms a man's greatest emotional need is the drive for significance. A woman's greatest emotional need is for love and connection.

The final two needs are:

5. Growth: The need to reach personal potential.

6. Contribution: The need to contribute to the lives of others.

Of these final two needs, a person may have either one or both needs equally.

The ability to negotiate with others can help people fulfill their emotional needs. Consider how negotiation skills can help reach the following examples.

The Six Basic Needs Examples

The First Four Needs

1. Certainty: The need for stability in our lives.

● Stable, good employment.

● Knowing what will happen tomorrow.

● Eating at franchise restaurants.

2. Uncertainty: The need for variety in our lives.

● Doing something new and fun every Friday night.

● Not knowing what will happen tomorrow.

● Happily working in a job where something new happens every day.

● Eating at a new, non-franchise restaurant on every possible occasion.

3. Significance: The need to feel significant in what we are and do.

● Becoming President of the United States.

● Financial freedom.

● Seeking an outstanding education.

● Living through children's accomplishments.

● Working hard to become president of your company.

As Denny Crane once said, "We are all desperate to be relevant."

4. Connection and Love: The need to feel connected to people, to love and be loved.

● Getting married.

● Having and loving children.

● Needing to have another child as soon as the last one is able to walk.

The Final Two Needs

5. Growth: The need to reach personal potential.

● Adopting hobbies, such as playing the piano.

● Studying Scriptures and working to become a better person.

● Striving to beat past personal records in athletic events.

● Undertaking a personal study program in a topic of interest.

6. Contribution: The need to contribute to the lives of others.Funding a charity.

● Performing regular Christian service.

● Teaching someone else's child to read.

As you look over these emotional needs – and all but the basic physical needs seem to be emotional – the ability to negotiate will help you do all of them better. In every negotiation someone's needs are being fulfilled. Knowing these needs and how people fulfill them is essential in being a successful negotiator.






Article Source: http://www.abcarticledirectory.com

Dr. Brent Lundell has a PhD focusing on negotiation and has published a real world book entitled "Reality Negotiation." He acts as a consultant on negotiation as well as conducts on-site seminars on that topic at https://www.linkedin.com/profile/view?id=213777246&trk;=nav_responsive_tab_profile


Posted on 2014-04-27, By: *

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Note: The content of this article solely conveys the opinion of its author.


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