BUILDING AGREEMENT by Roger Fisher, Daniel Shapiro ( 9781905211081 )

Item Details

Title:

BUILDING AGREEMENT

By:

Roger Fisher, Daniel Shapiro

Format:

Paperback

List price:

£10.99

Our price:

£8.02

Discount:

27% off

You save:

£2.97

ISBN 10:

1905211082

ISBN 13:

9781905211081

Availability:

Usually dispatched within 1-2 days.

Delivery rates

Stock:

Currently 3 available

Publisher:

CORNERSTONE

Pub. date:

1 June, 2007

Pages:

256

Description:

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; and Choose a fulfilling role.

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 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.

Publication:

Imprint:

Random House Books

Returns:

Returnable

Some other items by this author:

ADVANCES IN AMBIENT INTELLIGENCE (HB)

ANCIENT CHINESE BRONZES (HB)

ARCHITECTURAL GUIDE SOUTH AFRICA (PB)

BEYOND MACHIAVELLI (PB)

BEYOND REASON (PB)

BUILDING AGREEMENT