Using Emotions as You Negotiate
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Building Agreement by Roger Fisher
Book DescriptionWhether 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.
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Book DetailsISBN: 9781905211081
(198mm x 129mm x 17mm)
Imprint: Random House Books
Publish Date: 7-Jun-2007
Country of Publication: United Kingdom
Books By Author Roger Fisher
Getting To Yes, Paperback (June 2012)
A guide to negotiation. Including principles such as: Don't bargain over positions; Separate the people from the problem; and, Insist on objective criteria, it simplifies the whole negotiation process, offering an effective framework that ensures success.
Purpose, Paperback (August 2008)
In Purpose, world-renowned thought leader Nikos Mourkogiannis turns the entire idea of leadership on its head and shows that the choice between values and success is no choice at all. Drawing on examples from across multiple industries, Mourkogiannis demonstrates how a strong purpose is the essential first step toward lasting success.
Beyond Reason, Paperback (September 2006)
The author of "Getting to Yes" teams with Harvard psychologist Daniel Shapiro to show readers how to use emotions to turn a disagreement--big or small, professional or personal--into an opportunity for mutual gain.
Negotiation, Paperback (July 2004)» View all books by Roger Fisher
Highlights the emotional complexities of intergroup conflict. This book examines the relational challenges that youth encounter in dealing with conflict and, combining theory with practical application, identify conflict management strategies.
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Author Biography - Roger Fisher
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.
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