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  • Published: 22 January 2015
  • ISBN: 9781446409862
  • Imprint: Cornerstone Digital
  • Format: EBook
  • Pages: 256

Building Agreement

The follow-up to Getting to Yes – a how-to guide to successful negotiation.

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 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
-- 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.

Originally published in hardback under the title Beyond Reason.

  • Published: 22 January 2015
  • ISBN: 9781446409862
  • Imprint: Cornerstone Digital
  • Format: EBook
  • Pages: 256

About the authors

Roger Fisher

Roger Fisher is the Samuel Williston Professor of Law Emeritus, Director of the Harvard Negotiation Project, and the founder of two consulting organizations devoted to strategic advice and negotiation training.

Daniel Shapiro

Daniel Shapiro, Associate Director of the Harvard Negotiation Project, teaches negotiation at Harvard Law School. He is an advisor to the International Criminal Court, and has also been on the faculty of the Sloan School of Management at MIT. He is the co-author (with Roger Fisher) of Beyond Reason:Using Emotions as You Negotiate (2005).

Praise for Building Agreement

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

Exactly what we need now: a lucid, systematic approach to dealing with emotions, infused with a practical wisdom that will help you understand, enrich, and improve all your negotiations - and your relations with fellow human beings

Leonard L. Riskin, director, Center for the Study of Dispute Resolution, University of Missouri-Columbia

Masters of diplomacy, Fisher and Shapiro, of the Harvard Negotiation Project, build on Fisher's bestseller (he coauthored Getting to Yes) with this instructive, clearly written book that addresses the emotions and relationships inevitably involved in negotiation

Publishers Weekly (starred review)

Over a lifetime of study and practice, Roger Fisher has transformed what we think about negotiation. His and Daniel Shapiro's new book extends this work in novel and insightful ways ... a must read for anyone who negotiaties, which is to say for all of us

Elena Kagan, Dean, Harvard Law School and former associate counsel to the U.S. President

Powerful, practical advice. It will put your emotions to good use

Desmond Tutu

The book is both profound and easy-to-read, based on a wide range of research and first-hand experience in negotiation. There is no interaction setting - public, professional or personal, local or international - where its recommendations will not be applicable

Elise Boulding, Professor Emeritus at Dartmouth University

This is one of those unusual works that is so carefully constructed and written that you may find yourself praising its common sense and nodding easily in concurrence ... It is a book to reflect upon and that belongs on every negotiator's reference shelf

The Negotiator Magazine

Written in the same remarkable vein as Getting to Yes, this book is a masterpiece ... I truly enjoyed it and felt edified by it

Dr. Stephen R. Covey, author of The 7 Habits of Highly Effective People