Beyond the realm of common sense
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According to Stephen Kovi, the author of the book "seven skills of highly efficient people", "this book is a real masterpiece, it is written in the best traditions of the classic bestseller negotiations without defeat. Fisher and Shapiro convincingly show us how conscious use of emotions helps negotiators to come to mutually beneficial agreements to achieve outstanding results. Emotions are an important component of any negotiation process. Learn to use them, and they will help you achieve what you are striving for. As a proposal of best-selling negotiations without defeat, the book will tell you how to do it.
The authors, heads of the Harvard negotiation project, show how in the event of a discrepancy between the point of view of the negotiators, you can turn emotions towards mutual benefits and turn any conflicts of interest in new opportunities for all negotiators. You will learn about the five "basic needs", which are driven by people: assessment, affiliation, autonomy, status and roles, you will learn how to use them to appreciate the emotional state of your interlocutor, set the necessary emotional tone in the negotiations and come to a mutually beneficial agreement
The authors, heads of the Harvard negotiation project, show how in the event of a discrepancy between the point of view of the negotiators, you can turn emotions towards mutual benefits and turn any conflicts of interest in new opportunities for all negotiators. You will learn about the five "basic needs", which are driven by people: assessment, affiliation, autonomy, status and roles, you will learn how to use them to appreciate the emotional state of your interlocutor, set the necessary emotional tone in the negotiations and come to a mutually beneficial agreement
Author:
Author:Fisher R.
Cover:
Cover:Hard
Category:
- Category:Science & Math
Paper:
Paper:White
ISBN:
ISBN:978-5-98124-188-8
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