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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