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.
