This document discusses the difference between needs and wants. It provides examples of needs versus wants in various contexts such as negotiations, sales, and daily life. Specifically, it defines needs as things that are necessary for survival while wants are desirable but not essential items. The document also presents Maslow's hierarchy of needs and provides an example scenario of a new student's transportation needs and wants to get to their university.

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?