Beyond reason : using emotions as you negotiate / Roger Fisher and Daniel Shapiro
Tipo de material:
TextoDetalles de publicación: New York : Viking, 2005Descripción: x, 246 p. : il. ; 24 cmISBN: - 0670034509
- BF637.N4 F5331b F2005
| Tipo de ítem | Biblioteca actual | Biblioteca de origen | Colección | Signatura topográfica | Copia número | Estado | Notas | Fecha de vencimiento | Código de barras | Reserva de ítems | |
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Libros para consulta en sala
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Biblioteca Antonio Enriquez Savignac | Biblioteca Antonio Enriquez Savignac | COLECCIÓN RESERVA | BF637.N4 F5331b F2005 (Navegar estantería(Abre debajo)) | 1 | No para préstamo | Innovacion Empresarial | 015869 | |||
Libros
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Biblioteca Antonio Enriquez Savignac | Biblioteca Antonio Enriquez Savignac | Colección General | BF637.N4 F5331b F2005 (Navegar estantería(Abre debajo)) | 2 | Disponible | Innovacion Empresarial | 015870 | |||
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Libros
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Biblioteca Antonio Enriquez Savignac | Biblioteca Antonio Enriquez Savignac | Colección General | BF637.N4 F5331b F2005 (Navegar estantería(Abre debajo)) | 3 | Disponible | Innovacion Empresarial | 015871 |
Incluye referencias bibliográficas
The big picture. Emotions are powerful, always present, and hard to handle ; Address the concern, not the emotion -- Take the initiative. Express appreciation ; Build affiliation ; respect autonomy ; Acknowledge status ; Choose a fulfilling role -- Some additional advice. On strong negative emotions ; On being prepared ; On using these ideas in the "Real World" -- Conclusion -- End matter
"In Beyond Reason, you will discover five "core concerns" that motivate people: appreciation, affiliation, autonomy, status, and role. You will learn how to use these core concerns to generate helpful emotions in yourself and in others. Armed with this knowledge, you can gauge the needs of another negotiator, set the emotional tone of discussion, and reach a mutually acceptable agreement."--Solapa
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