Building Agreement (ePub)
Building Agreement shows you how to control the five 'core concerns'...
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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.
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.
- Autoren: Daniel Shapiro , Roger Fisher
- 2015, Englisch
- Verlag: Random House
- ISBN-10: 1446409864
- ISBN-13: 9781446409862
- Erscheinungsdatum: 22.01.2015
Abhängig von Bildschirmgröße und eingestellter Schriftgröße kann die Seitenzahl auf Ihrem Lesegerät variieren.
- Dateiformat: ePub
- Größe: 0.80 MB
- Mit Kopierschutz
- Vorlesefunktion
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