Description
The perfect follow-up to GETTING TO YES 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 show 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.
