Building Agreement

Name: Building Agreement
SKU: 1661387
Price: 35.99 AUD
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Description

The perfect follow-up to GETTING TO YES 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 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 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.

Author Biography:

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.

Release date Australia

June 7th, 2007

Author

Audiences

Professional & Vocational
Tertiary Education (US: College)

Pages

256

Dimensions

129x198x16

ISBN-13

9781905211081

Product ID

1661387

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