Building Agreement

Building Agreement

Non-Fiction, Business, Finance & Law, Business Reference, Education
Paperback Published on: 07/06/2007
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Synopsis

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.

  • Publisher: Cornerstone
  • ISBN: 9781905211081
  • Number of pages: 256
  • Weight: 181g
  • Dimensions: 198 x 129 x 16 mm

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