Items related to Building Agreement: Using Emotions as You Negotiate
Synopsis
ABC
"synopsis" may belong to another edition of this title.
About the Author
Roger Fisher is the Samuel Williston Professor of Law Emeritus, Director of the Harvard Negotiation Project, and the founder of two consulting organizations devoted to strategic advice and 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.
From AudioFile
Two experts break new ground with this articulate lesson on the emotional dimension of negotiations. One of many insights they offer is the importance of attending to the five core concerns, or needs, that everyone has when involved in negotiation. These core concerns--appreciation, affiliation, autonomy, status, and role--are the source of much emotion, whether we want them to be or not. These concerns and clear standards for reacting to each of them are spelled out early in the lesson and serve to integrate the material that follows. Though the abridgment is a bit uneven, the insights are cutting-edge and will be a welcome change from competitive and mechanical models of negotiating. T.W. © AudioFile 2006, Portland, Maine-- Copyright © AudioFile, Portland, Maine
"About this title" may belong to another edition of this title.
- PublisherRandom House Business Books
- Publication date2007
- ISBN 10 1905211082
- ISBN 13 9781905211081
- BindingPaperback
- Number of pages256
- Rating
Buy New
Learn more about this copy
US$ 17.93
Shipping:
FREE
Within U.S.A.
Top Search Results from the AbeBooks Marketplace
Stock Image
Building Agreement: Using Emotions as You Negotiate
Published by
Cornerstone, United Kingdom, London, 2007
ISBN 10: 1905211082
ISBN 13: 9781905211081
Used
Paperback
Seller: WorldofBooks, Goring-By-Sea, WS, United Kingdom
Seller rating 5 out of 5 stars
Paperback. Condition: USED_VERYGOOD. 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. The book has been read, but is in excellent condition. Pages are intact and not marred by notes or highlighting. The spine remains undamaged. Seller Inventory # GOR001829991
Quantity: 4 available
Stock Image
Building Agreement: Using Emotions as You Negotiate
Seller: AwesomeBooks, Wallingford, United Kingdom
Seller rating 5 out of 5 stars
Paperback. Condition: USED_VERYGOOD. Building Agreement: Using Emotions as You Negotiate This book is in very good condition and will be shipped within 24 hours of ordering. The cover may have some limited signs of wear but the pages are clean, intact and the spine remains undamaged. This book has clearly been well maintained and looked after thus far. Money back guarantee if you are not satisfied. See all our books here, order more than 1 book and get discounted shipping. Seller Inventory # 7719-9781905211081
Quantity: 2 available
Seller Image
Building Agreement: Using Emotions as You Negotiate
Seller: WeBuyBooks, Rossendale, LANCS, United Kingdom
Seller rating 5 out of 5 stars
Condition: UNSPECIFIED. Most items will be dispatched the same or the next working day. Seller Inventory # wbs2700167576
Quantity: 1 available
Stock Image
Building Agreement: Using Emotions as You Negotiate
Published by
Random House Business Books, 2007
ISBN 10: 1905211082
ISBN 13: 9781905211081
Used
Softcover
Seller: MusicMagpie, Stockport, United Kingdom
Seller rating 4 out of 5 stars
Condition: USED_VERYGOOD. 1709125357. 2/28/2024 1:02:37 PM. Seller Inventory # U9781905211081
Quantity: 1 available
Stock Image
Building Agreement: Using Emotions as You Negotiate
Published by
Random House Business Books, 2007
ISBN 10: 1905211082
ISBN 13: 9781905211081
Used
Softcover
Seller: Book Deals, Tucson, AZ, U.S.A.
Seller rating 5 out of 5 stars
Condition: USED_VERYGOOD. Very Good condition. Shows only minor signs of wear, and very minimal markings inside (if any). 0.66. Seller Inventory # 353-1905211082-vrg
Quantity: 1 available
Stock Image
Building Agreement: Using Emotions as You Negotiate
Seller: Bahamut Media, Reading, United Kingdom
Seller rating 4 out of 5 stars
Paperback. Condition: USED_VERYGOOD. This book is in very good condition and will be shipped within 24 hours of ordering. The cover may have some limited signs of wear but the pages are clean, intact and the spine remains undamaged. This book has clearly been well maintained and looked after thus far. Money back guarantee if you are not satisfied. See all our books here, order more than 1 book and get discounted shipping. Seller Inventory # 6545-9781905211081
Quantity: 2 available
Stock Image
Building Agreement: Using Emotions as You Negotiate
Published by
Random House Business Books, 2007
ISBN 10: 1905211082
ISBN 13: 9781905211081
Used
Softcover
Seller: Books Unplugged, Amherst, NY, U.S.A.
Seller rating 5 out of 5 stars
Condition: USED_GOOD. Buy with confidence! Book is in good condition with minor wear to the pages, binding, and minor marks within 0.66. Seller Inventory # bk1905211082xvz189zvxgdd
Quantity: 1 available
Stock Image
Building Agreement
Seller: Better World Books Ltd, Dunfermline, United Kingdom
Seller rating 5 out of 5 stars
Condition: USED_VERYGOOD. Ships from the UK. Former library book; may include library markings. Used book that is in excellent condition. May show signs of wear or have minor defects. Seller Inventory # GRP72126153
Quantity: 1 available
Stock Image
Building Agreement
Seller: Better World Books Ltd, Dunfermline, United Kingdom
Seller rating 5 out of 5 stars
Condition: USED_VERYGOOD. Ships from the UK. Used book that is in excellent condition. May show signs of wear or have minor defects. Seller Inventory # 14750728-6
Quantity: 1 available
Seller Image
Building Agreement (Paperback)
Seller: Grand Eagle Retail, Wilmington, DE, U.S.A.
Seller rating 5 out of 5 stars
Paperback. Condition: NEW. Paperback. The perfect follow-up to GETTING TO YESWhether 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 show 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 negotiatingUsing 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. 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. Shipping may be from multiple locations in the US or from the UK, depending on stock availability. Seller Inventory # 9781905211081
Quantity: 1 available