In a 1943 paper titled "A Theory of Human Motivation," American psychologist Abraham Maslow theorized that human decision-making is undergirded by a hierarchy of psychological needs. In his initial paper and a subsequent 1954 book titled Motivation and Personality, Maslow proposed that five core needs form the basis for human behavioral motivation.
Hierarchy of Needs
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What Are the 5 Levels of Maslow’s Hierarchy of Needs?
Maslow's hierarchy of needs is a model for understanding the motivations for human behavior. It maps different motivations onto a pyramid, with each level representing a different human need. These include physiological needs, safety, love and belonging, esteem, and self-actualization.
Deficiency Needs vs. Growth Needs on Maslow’s Hierarchy
The lower-order needs, also called “deficiency needs,” include physiological, safety, and love/belonging needs. Higher-order needs, or growth needs, include esteem and self-actualization needs. School achievement is considered an esteem need that falls within this growth needs category.
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Chris Voss Teaches The Art of Negotiation
About Chris Voss
Chris Voss is a former FBI hostage negotiator, author of Never Split the Difference, and CEO of the Black Swan Group Ltd.
From 1986 to 2000, Voss was a member of the New York City Joint Terrorism Task Force. Over the years, he’s worked high-profile cases across the globe, including the 1993 World Trade Center bombing, the 1996 TWA Flight 800 explosion, as well as the lead negotiator on the Jill Carroll case in Iraq and the Steve Centanni case in the Gaza Strip.
During his 24-year tenure in the FBI, Voss was trained in the art of negotiation by Scotland Yard and Harvard Law School. He developed a unique style that he shares with this MasterClass.
Voss retired from the FBI in 2007 and founded the Black Swan Group, a consultancy business that teaches clients both business and individual negotiation skills.
According to his website, “[Voss] is also a recipient of the Attorney General’s Award for Excellence in Law Enforcement and the FBI Agents Association Award for Distinguished and Exemplary Service.”
So, yeah. I hoped to learn a thing or two about negotiation from Chris Voss’s MasterClass.
What does this MasterClass promise?
“In my class,” begins Chris Voss in the first lesson, “I’m going to give you all of the strategies and tactics that I developed as one of the top hostage negotiators in the world. You’re going to learn everything from bargaining to reading body language and speech patterns to the neuroscience that can literally bend people’s reality.”
Voss’s promise is simple. You’re in a negotiation all day long. As soon as you say “I want” or “I need,” you’re in a negotiation. But here’s what most people get wrong. Most people assume the person across the table is their adversary. The situation is your adversary. The person across the table is your partner, a partner whom:
You will learn to demonstrate that you’re negotiating in good faith
You will learn to understand what motivates them
You will learn to build trust through tactical empathy
You will learn to collaborate and find a mutually beneficial outcome
In essence, the Chris Voss Teaches the Art of Negotiation MasterClass promises to teach you how to collaborate with others, which is the mark of great negotiation.