Building Agreement - Couverture souple

Shapiro, Daniel; Fisher, Roger

Couverture souple

ISBN 10 : 1905211082 ISBN 13 : 9781905211081

Editeur : Random House Business, 2007

Synopsis

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.

A propos du livre

À propos de l'auteur

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.

À propos de la quatrième de couverture

Whether you're negotiating with an angry boss or a difficult colleague - or, indeed, a stubborn teenager - you can learn to stimulate emotions that help you achieve the result you want.

Building Agreement shows you how to use five 'core concerns' that motivate people:

-- Express appreciation for what others think, feel or do -- Build affiliation; turn an adversary into a colleague -- Respect autonomy in others and gain autonomy for yourself -- Acknowledge status and establish your own -- Choose a fulfilling role during every negotiation

Using the latest research of the Harvard Negotiation Project, the group that brought you the groundbreaking book Getting to Yes, this is a superb, practical guide to essential negotiation skills.

'Powerful, practical advice. It will put your emotions to good use.' Desmond Tutu

'A brilliant guide...Anyone who faces a difficult conversation, let alone a formal negotiation, can use this as a guidebook.' Daniel Goleman, author of Emotional Intelligence

'Destined to take its place alongside Getting to Yes on innumerable bookshelves around the world.' Howard Gardner, Harvard University

Originally published in hardback under the title Beyond Reason.

Détails de l'édition

• Éditeur: Random House Business
• Date d'édition: 2007
• Langue: anglais
• ISBN 10: 1905211082
• ISBN 13: 9781905211081
• Reliure: Broché
• Nombre de pages: 256
• Coordonnées du fabricant: Harder; https://www.edel.com; ; Neum�hlen 17; Hamburg; Hamburg; 22763; Allemagne