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Item Details
| Title:
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BUILDING AGREEMENT
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| By: |
Daniel Shapiro, Roger Fisher |
| Format: |
Electronic book text |
| List price:
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£8.99 |
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We believe that this item is permanently unavailable, and so we cannot source
it.
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| ISBN 10: |
1446409864 |
| ISBN 13: |
9781446409862 |
| Publisher: |
CORNERSTONE |
| Pub. date: |
31 January, 2011 |
| Pages: |
256 |
| Description: |
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. This is a guide to mastering essential negotiating skills. |
| 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 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. |
| Publication: |
UK |
| Imprint: |
Cornerstone Digital |
| Returns: |
Non-returnable |
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