Building Agreement : Using Emotions as You Negotiate, Paperback

Building Agreement : Using Emotions as You Negotiate Paperback


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.


  • Format: Paperback
  • Pages: 256 pages
  • Publisher: Cornerstone
  • Publication Date:
  • Category: Transport industries
  • ISBN: 9781905211081



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