nego

1. S
CHAPTER 2 - NEEDS versus
WANTS
Do we really need what we want?

2. In-class Assignment
S Differentiate between Needs and Wants
S Give an example from each individual

3. Maslow’s Hierarchy of Needs

4. Needs vs Wants
in general
Need Want
o A need is something you
MUST have
o You won't survive long
without satisfying your need
o A want is something you
WOULD LIKE to have
o A want is not absolutely
necessary, but it would be a
good thing to have

5. Needs vs Wants
in negotiation
Need Want
Correspond to underlying
interests
Correspond to the positions or
desires both parties take in the
conflict

6. Assignment - Needs versus
Wants
in a sales
Seller?
Buyer?

7. Needs versus Wants
in a sales
Party Seller Buyer
Want Price increase Price decrease
Need Generate
additional revenue
Stay on budget or
reduce cost

8. Needs versus Wants
in daily situations
Congratulations! You are now a new student at
International University. However, your school
locates too far from the downtown, in Thu Duc City.
Fortunately, your parents promise that they will buy
you a new motorbike as a big reward for your
efforts. And they are willing to spend $2,000 for it.

9. Needs versus Wants
in daily situations

10. Needs versus Wants
in daily situations
Your wants:
?
Your needs:
?
Options: ? Options: ?

11. Identify Wants and Needs
Questions to identify Needs versus Wants:
1. What do you want?
2. Is this your need?
3. What would getting this do for you?