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Description - Building Agreement by Daniel Shapiro

The perfect follow-up to GETTING TO YES

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 show 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.

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