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 negotiatingUsing 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..
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 negotiatingUsing 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.
