Building AgreementDe (autor) Daniel Shapiro, Roger Fisher
en Limba Engleză Paperback – 07 Jun 2007
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.
Dimensiuni: 131 x 197 x 18 mm
Greutate: 0.19 kg
Locul publicării: United Kingdom
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.