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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