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      Building Agreement

      Building Agreement

      Using Emotions as You Negotiate
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      Limba:
      Engleza
      Data publicării:
      2007
      Editura:
      Tip copertă:
      Paperback
      Nr Pag:
      256
      ISBN:
      9781905211081
      Dimensiuni: l: 13cm | H: 19.8cm | 1.8cm | 188g
      Descriere

      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.

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