Building Agreement (Using Emotions as You Negotiate),Building Agreement (Using Emotions as You Negotiate) - kniha z kategorie Sebarozvoj

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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.