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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 show 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.
BUILDING AGREEMENT show 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.
| ISBN-13 | 9781905211081 |
|---|---|
| ISBN-10 | 1905211082 |
| Weight | 2.31 Pounds |
| Dimensions | 5.08 x 0.75 x 7.80 In |
| List Price | $13.73 |
| Edition | 1st Edition |
| Format | - |
|---|---|
| Pages | 256 pages |
| Publisher | Random House Business Books |
| Published On | 2007-06-07 |
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