著名谈判专家杰勒德•尼尔伦伯格指出，从生物学角度来看，需要是人体组织系

著名谈判专家杰勒德•尼尔伦伯格指出，从生物学角度来看，需要是人体组织系统中的某种事物缺乏、不平衡的状态，渴望或期待达成某个目标，因而需要可以说决定了人的行为，商务谈判也是同样的道理。因此，我们要加以重视在商务谈判中双方的需要是什么。在找到对方的需要后，根据不同的需要，可以推断出他们在谈判中的不同目标，然后制定相应的策略影响对方的需要和目标，从而使我们主动掌握谈判的节奏和方向。

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结果 (英语) 1: [复制]

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The famous negotiating expert Gerard Neilenberg pointed out that from a biological point of view, the need is something lacking and unbalanced in the human tissue system, eager or expecting to achieve a certain goal, so the need can be said It is the same reason for business negotiation that determines human behavior. Therefore, we must pay attention to what the needs of both parties in business negotiations. After finding the needs of the other party, according to different needs, they can infer their different goals in the negotiation, and then formulate corresponding strategies to influence the other party's needs and goals, so that we can actively master the rhythm and direction of the negotiation.

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结果 (英语) 2:[复制]

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Gerard Nielenberg, a leading negotiator, points out that from a biological point of view, there needs to be a lack of something in the human tissue system, an unbalanced state, a desire or anticipation to achieve a goal, and therefore a need to be able to say that human behavior is determined, and business negotiations are the same. Therefore, we should pay attention to what the needs of both sides are in the business negotiations. After finding each other's needs, according to different needs, they can be inferred from the different objectives in the negotiation, and then develop the appropriate strategy to influence the other person's needs and objectives, so that we take the initiative to grasp the pace and direction of the negotiation.

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结果 (英语) 3:[复制]

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The famous negotiation expert Gerard nillenberg pointed out that from the biological point of view, the need is the lack and imbalance of something in the human tissue system, and the desire or expectation to achieve a certain goal, so the need can be said to determine human behavior, and the same is true for business negotiation. Therefore, we should pay attention to what the needs of both sides are in business negotiations. After finding each other's needs, according to different needs, we can infer their different goals in the negotiation, and then formulate corresponding strategies to influence each other's needs and goals, so that we can actively grasp the pace and direction of the negotiation.<br>

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