Building Agreement

<p>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.<br><br><i>Building Agreement </i>shows you how to control the five 'core concerns' that motivate people:<br><br>-- <i>Express appreciation</i> for what others think, feel or do<br>-- <i>Build affiliation</i> and turn an adversary into a colleague<br>-- <i>Respect autonomy</i> in others and gain autonomy in return<br>-- <i>Acknowledge status</i> and simultaneously establish your own worth<br>-- <i>Choose a fulfilling role</i> during the process of negotiating<br><br>Using the latest research of the Harvard Negotiation Project, the group that brought you the groundbreaking book <i>Getting to Yes</i>, this is a superbly practical guide to mastering essential negotiating skills.<br><br>Originally published in hardback under the title <i>Beyond Reason</i>.</p> <p>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.<br><br><i>Building Agreement </i>shows you how to control the five 'core concerns' that motivate people:<br><br>-- <i>Express appreciation</i> for what others think, feel or do<br>-- <i>Build affiliation</i> and turn an adversary into a colleague<br>-- <i>Respect autonomy</i> in others and gain autonomy in return<br>-- <i>Acknowledge status</i> and simultaneously establish your own worth<br>-- <i>Choose a fulfilling role</i> during the process of negotiating<br><br>Using the latest research of the Harvard Negotiation Project, the group that brought you the groundbreaking book <i>Getting to Yes</i>, this is a superbly practical guide to mastering essential negotiating skills.<br><br>Originally published in hardback under the title <i>Beyond Reason</i>.</p>