Fisher, Roger
Building Agreement: Using Emotions as You Negotiate
- ISBN 13:
- 9781905211081
- author:
- Fisher, Roger
- format:
- Paperback
- publisher:
- Random House Business
- language:
- English
- Publication Year:
- 2007
- Pages:
- 256
- Dimensions:
- 129 mm X 198 mm
- Genre:
- Transport industries
- Condition:
- New
- Availability:
- Item usually sent within 10 working days
Description
Mastering the art of negotiation is about more than just getting what you want - it's about understanding and respecting the emotions that drive others.
The authors, renowned experts in negotiation, show how to control the five core concerns that motivate people: expressing appreciation, building affiliation, respecting autonomy, acknowledging status, and choosing a fulfilling role. By using this approach, you can turn adversaries into colleagues and achieve the results you need.
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