Daniel Shapiro, Roger Fisher

Building Agreement (eBook, ePUB)

• Format: ePub

Produktbeschreibung

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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Produktdetails

• Verlag: Random House
• Erscheinungstermin: 22. Januar 2015
• Englisch
• ISBN-13: 9781446409862
• Artikelnr.: 42515629

Autorenporträt

Roger Fisher is the Samuel Williston Professor Emeritus of Law, director of the Harvard Negotiation Project, and the founder of two consulting organisations devoted to strategic advice amd negotiation training.

Daniel Shapiro, associate director of the Harvard Negotiation Project, teaches negotiation at Harvard Law School and in the psychiatry department at Harvard Medical School/McLean Hospital.

Rezensionen

Masters of diplomacy, Fisher and Shapiro, of the Harvard Negotiation Project, build on Fisher's bestseller (he coauthored Getting to Yes) with this instructive, clearly written book that addresses the emotions and relationships inevitably involved in negotiation Publishers Weekly (starred review)