Building Agreement - Using Emotions As You Negotiate

Informationen zum Autor Roger Fisher & Daniel Shapiro Klappentext 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. 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. Zusammenfassung 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.

Product details

• Authors: Fishe, FISHER, Roger Fisher, Fisher Roger, Shapiro, Daniel Shapiro, Daniel B. Shapiro, Shapiro Daniel
• Publisher: Random House Business
• Languages: English
• Product format: Paperback
• Released: 07.06.2007
• EAN: 9781905211081
• ISBN: 978-1-905211-08-1
• No. of pages: 244
• Dimensions: 130 mm x 197 mm x 18 mm
• Subjects: Guides > Law, job, finance; Social sciences, law, business > Business; Verhandlung, BUSINESS & ECONOMICS / Industries / Transportation