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BUILDING AGREEMENT EBOOK

DANIEL SHAPIRO, 

FISHER ROGER

Economía de la empresa

Empresa

Whether youre 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 brought you the groundbreaking book Getting to Yes, this is a superbly practical guide…
Whether youre 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 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.
Ebook

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