Building Agreement: Using Emotions as You Negotiate - Softcover

Fisher, Roger

  • 3.89 out of 5 stars
    1,186 ratings by Goodreads
 
9781905211081: Building Agreement: Using Emotions as You Negotiate
Softcover
ISBN 10: 1905211082 ISBN 13: 9781905211081
Publisher: Random House Business Books, 2007

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.

"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.

Publisher
Random House Business Books
Publication date
2007
Language
English
ISBN 10 
1905211082
ISBN 13 
9781905211081
Binding
Paperback
Number of pages
256
Rating
  • 3.89 out of 5 stars
    1,186 ratings by Goodreads