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Needs, Wants and Likes

 

Disciplines > Negotiation > Negotiation articles > Needs, Wants and Likes

Needs | Wants | Likes | See also

 

By understanding Needs, Wants and Likes, you can identify your negotiables and ensure that you get what is most important to you.

Needs, Wants and Likes are sometimes also called Musts, Intends and Likes (MILs).

Needs

Needs are the things that you must get from the negotiation. If you do not get these, the deal is off. If you are prepared to concede on something, then it is a want or a like, but not a need.

Generally, the more needs you have, the more difficult the negotiation will be. This is particularly true when the other person is unwilling to let you have your needs. If your and their needs overlap, then you will, by definition, not reach agreement.

It is thus worth taking time to clarify your needs in some detail, stripping away any parts that can be traded as wants and likes.

Wants

Wants are the things that are important to you, but you might trade in exchange for getting your needs. Your wants will not come cheap and you are unlikely to concede on them with little thought. In particular, you will not trade a want for a like, which are less important to you.

Know your wants. Be clear about the trades that you will make for them. 

Likes

Likes are those things that you would like to get but will not be disappointed if you do not get them. This does not mean that they are of low value, as your likes can be the other person's wants or even needs (so listen carefully before giving  them away). You thus may be able to get quite a lot in exchange for giving way on your likes. For example, you can pretend that a like is a want or need and concede woefully in order to get wants or needs in return.

Likes are useful as exchanges to get your wants and needs. A typical exchange is that you will give way on two or three likes to get a want.

See also

Prioritizing

.

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Site Menu

| Home | Top | Quick Links | Settings |

Main sections: | Disciplines | Techniques | Principles | Explanations | Theories |

Other sections: | Blog! | Quotes | Guest articles | Analysis | Books | Help |

More pages: | Contact | Caveat | About | Students | Webmasters | Awards | Guestbook | Feedback | Sitemap | Changes |

Settings: | Computer layout | Mobile layout | Small font | Medium font | Large font | Translate |

 

 

Please help and share:

 

Quick links

Disciplines

* Argument
* Brand management
* Change Management
* Coaching
* Communication
* Counseling
* Game Design
* Human Resources
* Job-finding
* Leadership
* Marketing
* Politics
* Propaganda
* Rhetoric
* Negotiation
* Psychoanalysis
* Sales
* Sociology
* Storytelling
* Teaching
* Warfare
* Workplace design

Techniques

* Assertiveness
* Body language
* Change techniques
* Closing techniques
* Conversation
* Confidence tricks
* Conversion
* Creative techniques
* General techniques
* Happiness
* Hypnotism
* Interrogation
* Language
* Listening
* Negotiation tactics
* Objection handling
* Propaganda
* Problem-solving
* Public speaking
* Questioning
* Using repetition
* Resisting persuasion
* Self-development
* Sequential requests
* Storytelling
* Stress Management
* Tipping
* Using humor
* Willpower

Principles

+ Principles

Explanations

* Behaviors
* Beliefs
* Brain stuff
* Conditioning
* Coping Mechanisms
* Critical Theory
* Culture
* Decisions
* Emotions
* Evolution
* Gender
* Games
* Groups
* Habit
* Identity
* Learning
* Meaning
* Memory
* Motivation
* Models
* Needs
* Personality
* Power
* Preferences
* Research
* Relationships
* SIFT Model
* Social Research
* Stress
* Trust
* Values

Theories

* Alphabetic list
* Theory types

And

About
Guest Articles
Blog!
Books
Changes
Contact
Guestbook
Quotes
Students
Webmasters

 

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© Changing Works 2002-
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