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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.
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