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Title Details

RRP / List Price: $29.99

Title   Building Agreement Using Emotions as You Negotiate 

ubiq Price: $26.99

Author   FISHER & SHAPIRO  ISBN   9781905211081  Add to shopping cart   
Publisher   Arrow  Group   Commerce/Law View shopping cart
Binding   Paperback Category   Communicatio  Terms and conditions
Edition   1 Type   Go back
Publication Year   2007 
Subject   Business & management 
Stock Status   Not currently in stock - contact store for availability 
Order Status   Not currently on order 
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 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.

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