Description

Whether you're negotiating with an angry boss or a difficult colleague - or, indeed, a stubborn teenager - you can learn to use your emotions to help you achieve the result you want.

Building Agreement shows you how to control the five 'core concerns' that motivate people:

-- Express appreciation for what others think, feel or do
-- Build affiliation and turn an adversary into a colleague
-- Respect autonomy in others and gain autonomy in return
-- Acknowledge status and simultaneously establish your own worth
-- Choose a fulfilling role during the process of negotiating

Using the latest research of the Harvard Negotiation Project, the group that brought you the groundbreaking book Getting to Yes, this is a superbly practical guide to mastering essential negotiating skills.

Originally published in hardback under the title Beyond Reason.

Building Agreement

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£10.99

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Paperback / softback by Daniel Shapiro , Roger Fisher

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Short Description:

Whether you're negotiating with an angry boss or a difficult colleague - or, indeed, a stubborn teenager - you can... Read more

    Publisher: Cornerstone
    Publication Date: 07/06/2007
    ISBN13: 9781905211081, 978-1905211081
    ISBN10: 1905211082

    Number of Pages: 256

    Non Fiction , Business, Finance & Law

    Description

    Whether you're negotiating with an angry boss or a difficult colleague - or, indeed, a stubborn teenager - you can learn to use your emotions to help you achieve the result you want.

    Building Agreement shows you how to control the five 'core concerns' that motivate people:

    -- Express appreciation for what others think, feel or do
    -- Build affiliation and turn an adversary into a colleague
    -- Respect autonomy in others and gain autonomy in return
    -- Acknowledge status and simultaneously establish your own worth
    -- Choose a fulfilling role during the process of negotiating

    Using the latest research of the Harvard Negotiation Project, the group that brought you the groundbreaking book Getting to Yes, this is a superbly practical guide to mastering essential negotiating skills.

    Originally published in hardback under the title Beyond Reason.

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