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.
- ISBN10 1446409864
- ISBN13 9781446409862
- Publish Date 22 January 2015 (first published 7 June 2007)
- Publish Status Active
- Publish Country GB
- Publisher Cornerstone
- Imprint Cornerstone Digital
- Format eBook (EPUB)
- Pages 62559
- Language English