ISBN Building Agreement book English Paperback 256 pages

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 Agreementshows you how to control the five 'core concerns' that motivate people:
--Express appreciationfor what others think, feel or do
--Build affiliationand turn an adversary into a colleague
--Respect autonomyin others and gain autonomy in return
--Acknowledge statusand simultaneously establish your own worth
--Choose a fulfilling roleduring the process of negotiating
Using the latest research of the Harvard Negotiation Project, the group that brought you the groundbreaking bookGetting to Yes, this is a superbly practical guide to mastering essential negotiating skills.
Originally published in hardback under the titleBeyond Reason.