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Beyond reason : using emotions as you negotiate / Roger Fisher and Daniel Shapiro

Por: Colaborador(es): Tipo de material: TextoTextoDetalles de publicación: New York : Viking, 2005Descripción: x, 246 p. : il. ; 24 cmISBN:
  • 0670034509
Tema(s): Clasificación LoC:
  • BF637.N4  F5331b F2005
Contenidos:
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
Revisión: "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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Tipo de ítem Biblioteca actual Biblioteca de origen Colección Signatura topográfica Copia número Estado Notas Fecha de vencimiento Código de barras Reserva de ítems
Libros para consulta en sala Libros para consulta en sala 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 Libros Biblioteca Antonio Enriquez Savignac Biblioteca Antonio Enriquez Savignac Colección General BF637.N4 F5331b F2005 (Navegar estantería(Abre debajo)) 2 Disponible Innovacion Empresarial 015870
Libros Libros Biblioteca Antonio Enriquez Savignac Biblioteca Antonio Enriquez Savignac Colección General BF637.N4 F5331b F2005 (Navegar estantería(Abre debajo)) 3 Disponible Innovacion Empresarial 015871
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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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