Roger Fisher & Daniel Shapiro 
Building Agreement 

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.