Research On International Business Negotiations Under Maslow's Hierarchy Of Needs Theory

In respond to unstoppable economic globalization,frequent business intercourses and fierce competitions between countries arise,thus,greater emphasis has been paid on international negotiations.Most researches focus on the theories or the strategies of international business negotiations.However,the deep theoretical exploration of these successful strategies has been attached less importance to.Besides,international business negotiations usually involves various implicate factors.In this process,the negotiators may sedulously take actions to hide their true intentions,which further complicate relations between enterprises and negotiation parties from both sides.To some extent,the negotiation is a fierce competition between four parties.The failure of most negotiations can be ascribed to the failure of the psychological competitions,in other words,the failure of thoroughly knowing your opponents.Knowing your opponents' needs in every aspect can place negotiators in an invincible position.First,it assists them to comprehend the true needs of the opponents' and master the overall situation,so as to avoid losing bigger interest for small favors.Second,it improves self-confidence as the negotiators can make clear and accurate estimation toward other competitors.Third,it can help them increase self-awareness and remain rational,objective,professional attitudes to handle the issues,which results in successful agreements.To solve the issues above,this paper applies Maslow's hierarchy of needs theory.In social psychology,Hierarchy of Needs theory argues that every purposeful behavior is to fulfill specific needs.The negotiation parties are no exception.Among the international business negotiations,the enterprises and negotiation parties from both sides have certain needs,which can be regarded as their main motivations.Therefore,keep these needs at different levels in mind can assist the negotiation parties to set appropriate strategies in order to achieve negotiation goals.Knowledge from different disciplines provides various innovative angels.On the basis of reviewing the existing researches and guided by Maslow's hierarchy of needs theory,the paper makes a full study on specific needs from four parties in the current international business environment,then points out the consequences that may lead to if these needs not been analyzed.Therefore,the paper calls for a new Four Tower Needs Model based on the following details.First,a graphic of this model has been presented to offer a clearer picture for negotiators,and help them adapt the high intensive and fast-paced negotiations.For practical cases,for example,in pre-negotiations step,a great quantity of information is collected,then analyzed in accordance with the structure of needs and put into corresponding tower.After that,transform these written words into tower image.The Four Tower Needs Model can be applied to solve practical issues.The Four Towel Needs Model is applied to solve practical issues through entire negotiation battlefield.Prior to the negotiation,the model is considered as a map to set up specific plans to satisfy both enterprises and negotiation parties.During the negotiation period,the model has played a vital role in leading battles in right direction.By referring to four towers from both sides,one can be more rational and concentrate on the entire picture,meanwhile meet the opponents'requirements in an easier way.After the negotiation,in accordance with the Four Towel Needs Model,feedback and conclusions are given,which will lay the foundations in future contract fulfillments and long-term cooperation.In the final part,the paper proposes several efficient suggestions to promote international negotiation quality,hoping to assist both parties to better achieve agreements.Compared with the previous researches,this paper establishes an innovative Four Tower Needs Model and provides its correspondent graphic,which have been seldom found or discussed in other studies.The model itself is concise and complete for international business negotiation field,which fully displays negotiate exchanges and satisfaction between needs from both parties and negotiators under global business context.Besides,the model can be considered as a successful multi-discipline achievement,as its establishment involves knowledge from numerous fields,such as international business negotiations,social psychology,brain science and so forth.Thus,it succeeds in providing a wider view and more thoughts for future researchers.Specifically speaking,the Four Tower Need Model contains background,main content,target,skill and strategy.The former two refers to information preparation and needs from both parties and negotiators.Then,target is made and realized by using the model as the map and instructor.Besides,skill-selection and strategy making-up are undoubtedly based on this model.On the whole,this paper presents a Four Tower Needs Model.At theoretical level,the model successfully connects the relevant processes of current international business negotiations,meanwhile,provides explanations for underlying causes behind the previous strategies.At practical level,it exhibits a wider view and more thoughts to enlighten workers in business field and offer enterprises with an effective and efficient tool to achieve substantial progress in practical negotiations.