Building Agreement
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 negotiatingUsing the latest research of the Harvard Negotiation Project, the group that br…
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Produktdetails
Weitere Autoren: Fisher, Roger
- ISBN: 978-1-4464-0986-2
- EAN: 9781446409862
- Produktnummer: 17458501
- Verlag: Cornerstone
- Sprache: Englisch
- Erscheinungsjahr: 2015
- Seitenangabe: 256 S.
- Plattform: EPUB
- Masse: 816 KB
Über den Autor
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.
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