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Current Position : Books Music and Movie Stationary » Books Free Shipping on Purchase of 45 00 » Building Agreement
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RH -- VBU5140407
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PRODUCT INFO
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REVIEWS
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RELATED PRODUCTS
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<< BACK
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Description
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| The perfect follow-up to Getting to Yes |
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| Specification |
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ISBN : 9781905211081
Author ID : 168
Author : Roger Fisher
Binding : Paperback
Format : B Format
Imprint : Random House Business
Publication Date : 07/06/2007
Extent : 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.
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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