Building Agreement: Using Emotions as You Negotiate Paperback – 7 Jun. 2007

If interested in negotiation you will find this book to be of added value as many books on negotiation cover only the rational aspects of negotiation. This book follows the Harvard Program on Negotiation (PON) school of thought of going for win-win interactions.Emotions do happen and this book covers nicely possible approaches in dealing with this important element (while keeping full respect for yourself and for the other party at the negotiation table).The 5 key points covered here (express appreciation, build affiliation, respect autonomy, acknowledge status and role) are very handy to know and to apply whether you are negotiating, building a (business) relationship or dealing with customers at all levels (business development, consulting, sales, contract negotiation, complaint handling, problem solving,...).If interested in negotiation I would suggest reading additional material as this book only deals with the emotional aspects. I would certainly suggest Beyond winning, Getting to Yes, Getting past No, Negotiation Genius, 3D Negotiation, Hostage at the table, or any negotiation course at Harvard Law School - the Program on Negotiation (PON).A great read...Contents:I The Big Picture1. Emotions are powerful, always present, and hard to handle2. Address the concern, not the emotionII Take the initiative3. Express appreciation - Find merit in what others think, feel or do and show it4. Build Affiliation - Turn an adversary into a colleague5. Respect autonomy - Expand yours (and don't impinge upon theirs)6. Acknowledge status - Recognize high standing wherever deserved7. Choose a fulfilling role - and select the activities within inIII Some additional advice8. On strong negative emotions - They happen. Be ready.9. On being prepared - Prepare on process, substance, and emotion10. On using these ideas in the `Real world' - A personal account by Jamil Mahuad, former president of EcuadorIV ConclusionV End matterSeven elements of negotiationGlossaryWorks consultedAcknowledgementsAnalytical table of contentsAbout the authors

Good practical guide to make you think about the way you communicate with others, whether they are a family member, work colleague or complete stranger, and not just in a strict negotiation setting as the title may wrongly suggest. It must be said, the book is not about manipulating emotions, our own or those of others, but rather it provides an advice on how we can positively work with our emotions to reach agreement. The authors distinguish and focus on five 'core concerns' that motivate people: appreciation, affiliation, autonomy, status and a fulfilling role. I am pretty sure each will strike a chord with you to some extent and cause you to re-assess the way you interact with others. It certainly did so for me.A great read with lots of real-life examples that you will easily be able to relate to with your own experiences. Indeed, if you are one of those people who are always looking to do a bit of introspection and improve your character, then I cannot recommend this book for you enough.

You can't help but learn from the masters who proved their work in the most difficult situations around the world and come back with something so simple that we can all learn from it

My original copy disappeared mysteriouslyafter I mentioned to someone how much I liked it! Nice to have a copy again; I particularly relate to the concepts explored, appreciation (seems this is often in short suppy), respecting autonomy and thr role of acknowledgement in relationships whether personal or in the work setting.

I can't express my admiration to the author. Thank you for a great job. A loads of fantast​ic advice and insights to use. Simply love it.

Great!

Nothing of substance in this book other than be nice to people and they are more likely to cooperate with you.

People say take the emotions out of a negotiation. Roger sets the record straight. If you want to keep your customers long term, buy it.Darren KellyAuthorHELLO PROFITOutsell & Outnegotiate everyone with WOW

I cameto this book from the perspective of leadership. Interested in negotiation as a way to move things forward, reach agreements, negotiate. This is not a typical book on negotiation - that talks about Batna's and beating your competition. But rather one that helps you gain insights about human nature.If you are a leader leading transformation, change initiatives or simply trying to move things forward in a positive and proactive way, this is a great book to read.

Excelente libro!

Great book and really highlights the importance of having good communication with others. The authors talk about what is at play and you would be amazed at how many personal and work situations you can apply the teachings to. Happy to have read this book!

A great book for anyone and everyone who wishes to learn the tactful art of negotiation.

Aborda a importância das emoções durante a negociação, como elas aparecem e as técnicas para facilitar seu entendimento. O livro traz a essência para que o relacionamento seja realmente considerado durante todo o processo, com foco na criação de valor entre as partes.