From the seasoned negotiator who brought us Getting to Yes--a guide to using emotions to benefit you and others. Whether you are negotiating a business contract or curfew with your teenager, emotions can get you in trouble. They also can help you get what you want. This book shows you how. Telling a...

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Bibliographic Details

Main Author:	Fisher, Roger 1922-2012 (Author)
Format:	Book
Language:	English
Published:	New York [u.a.] Viking 2005
Subjects:	Gefühlspsychologie Verhandlungstechnik Negotiation Emotions Verhandlungsführung Verhandlung Lehrbuch
Summary:	From the seasoned negotiator who brought us Getting to Yes--a guide to using emotions to benefit you and others. Whether you are negotiating a business contract or curfew with your teenager, emotions can get you in trouble. They also can help you get what you want. This book shows you how. Telling a negotiator "Don't get emotional" is nonsense. We all have emotions of some kind--all the time--and these emotions deeply inform both what we want and how we go about getting it. In his Getting to Yes, master negotiator Fisher helped readers understand the mechanics of everyday agreements and how to reach them while preserving respect and self-worth. In this book, he and psychologist Shapiro share their expertise in understanding how emotions affect negotiations and, more importantly, how they can be used as a tool.--From publisher description.
Item Description:	Includes bibliographical references
Physical Description:	X, 246 S. Ill.
ISBN:	0670034509