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Building Agreement: Using Emotions as You Negotiate
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Building Agreement: Using Emotions as You Negotiate
By
Roger Fisher
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; and, 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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