{"product_id":"books-building-agreement-by-daniel-shapiro","title":"Building Agreement","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 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.","brand":"World of Books ","offers":[{"title":"Default Title","offer_id":53509404950801,"sku":null,"price":0.0,"currency_code":"AUD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/9781905211081.jpg?v=1778161079","url":"https:\/\/www.worldofbooks.com\/en-au\/products\/books-building-agreement-by-daniel-shapiro","provider":"World of Books ","version":"1.0","type":"link"}