According to Maslow’s hierarchy of needs, human beings have 5 level needs, including Physiological needs, Safety needs, Love and belonging, Esteem and Self-actualization. For the most part, physiological needs are the literal requirements for human survival, such as sleep, water, food, air, etc. If these requirements are not met, the human body simply cannot continue to function. So, as the host party of a negotiation, in the preparing stage, it’s necessary to arrange well the others daily life, such as hotel, restaurant, and transportation.


Safety needs is also an important part for a person. During the whole stages of negotiation, all negotiators’ safety should be attached enough importance, so that can keep the negotiation smooth. And the safety needs means not only the personal security, health and well-being, but also the financial security.


And during the negotiation, both parties should show respect to each other. When someone is doing the presentation, the listeners should focus on what he or she says, while the presenter also should care about the listeners understanding and allow them to ask questions or even challenge. And these features are included in the esteem and self-actualization.


In one word, the processes of negotiation are the realization of a person’s needs.