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Description - Building Agreement by Daniel Shapiro

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 show 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.

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Book Details

ISBN: 9781905211081
ISBN-10: 1905211082
Format: Paperback
(198mm x 129mm x 17mm)
Pages: 256
Imprint: Random House Books
Publisher: Cornerstone
Publish Date: 1-Jun-2007
Country of Publication: United Kingdom

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Author Biography - Daniel Shapiro

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.

Books By Daniel Shapiro

Negotiating the Nonnegotiable by Daniel Shapiro
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Ancient Chinese Bronzes by Daniel Shapiro
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Is the Welfare State Justified? by Daniel Shapiro
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Beyond Reason by Daniel Shapiro
Paperback, September 2006