Building Agreement: Using Emotions as You Negotiate

by Fisher, Roger
ISBN: 9781905211081
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Overview

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.

  • Format: Trade Paperback
  • Author: Fisher, Roger
  • ISBN: 9781905211081
  • Condition: Used
  • Number Of Pages: 1
  • Publication Year: 2007
Language: English