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.
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.
Title: Building Agreement: Using Emotions as You Negotiate
Author: Roger Fisher, Daniel Shapiro
ISBN: 9781905211081
Binding:
Publisher: Cornerstone
Publication Date: 2007-06-07
Number of Pages: 256
Weight: 0.2995 kg
Masters of diplomacy, Fisher and Shapiro, of the Harvard Negotiation Project, build on Fisher's bestseller (he coauthored Getting to Yes) with this instructive, clearly written book that addresses the emotions and relationships inevitably involved in negotiation * Publishers Weekly (starred review) *
Written in the same remarkable vein as Getting to Yes, this book is a masterpiece ... I truly enjoyed it and felt edified by it -- Dr. Stephen R. Covey, author of The 7 Habits of Highly Effective People
This is one of those unusual works that is so carefully constructed and written that you may find yourself praising its common sense and nodding easily in concurrence ... It is a book to reflect upon and that belongs on every negotiator's reference shelf * The Negotiator Magazine *
The book is both profound and easy-to-read, based on a wide range of research and first-hand experience in negotiation. There is no interaction setting - public, professional or personal, local or international - where its recommendations will not be applicable -- Elise Boulding, Professor Emeritus at Dartmouth University
Over a lifetime of study and practice, Roger Fisher has transformed what we think about negotiation. His and Daniel Shapiro's new book extends this work in novel and insightful ways ... a must read for anyone who negotiaties, which is to say for all of us -- Elena Kagan, Dean, Harvard Law School and former associate counsel to the U.S. President
