In negotiation, how to use the need theory to find, analyze and satisfy each other's needs is verycrucial for any negotiator to gain over the most possible benefits.<br> （1） Survival needs and negotiation Negotiation is very physical and mental consuming work with great psychological pressure. Ifthe negotiator's survival needs can't be ensured, his spirit and mood will be affected andconsequently fail to achieve the expected negotiation objectives. The survival needs are embodied inthe negotiation as the negotiator's needs for dress, food, accommodation, and traveling. The need for dress is to dress properly to match your identity and status. It can not only satisfyyour need for dressing, to inspire yourself and your peers but also win your opponent's admirationand approval to Strengthen your own negotiating power. Contrarily if you lower your dressingstandard, you'll have some psychological pressure of inferiority complex and be despised by youropponent, which goes against effective negotiation. The need for food is to eat well, which means nutritious and to your taste as well as up to thehealthful requirement. The need for accommodation means to match your identity, status and living habit. It should bea place that is quiet, comfortable and with convenient living environment, which will help get rid oftiredness, resume energy and stimulate the negotiator's way of thoughts and interests. The need for traveling indicates convenient tragic and communication with the outside world toimprove negotiating efficiency and quality and fulfill all the negotiating tasks.
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