Building Agreement

Zusatztext

<p>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.</p><p><i>Building Agreement</i>shows you how to control the five 'core concerns' that motivate people:</p><p>--<i>Express appreciation</i>for what others think, feel or do --<i>Build affiliation</i>and turn an adversary into a colleague --<i>Respect autonomy</i>in others and gain autonomy in return --<i>Acknowledge status</i>and simultaneously establish your own worth --<i>Choose a fulfilling role</i>during the process of negotiating</p><p>Using the latest research of the Harvard Negotiation Project, the group that brought you the groundbreaking book<i>Getting to Yes</i>, this is a superbly practical guide to mastering essential negotiating skills.</p><p>Originally published in hardback under the title<i>Beyond Reason</i>.</p>

Autorenportrait

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

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