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Building Agreement

Using Emotions as You Negotiate

By Roger Drummer Fisher, Daniel Shapiro

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.