A guide to mastering essential negotiating skills, this book shows you how
to control the five 'core concerns' that motivate people: express appreciation;
build affiliation; respect autonomy in others and gain in return; acknowledge
status and simultaneously establish your own worth; and, choose a fulfilling
role during the process of negotiating.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. "Beyond Reason" shows 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; and, 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.
