Motive of Negotiation
Needs and wants are the motive for negotiation.
Needs from the other is the motive of negotiation. The more your opponent wants from you, the more likely you will succeed.
Analysis of Case One:Initially, the need for a cigarette urged the prisoner to negotiate, but the guard has no need from the prisoner, so he refused to negotiate. In order to achieve his purpose, the 外语教学与研究出版社 prisoner created a need for the guard to