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Building Agreement
Building Agreement
Nov 1, 2024 9:23 PM

Author: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.

Reviews

Masters of diplomacy, Fisher and Shapiro, of the Harvard Negotiation Project, build on Fisher's bestseller (he coauthored Getting to Yes) with this instructive, clearly written book that addresses the emotions and relationships inevitably involved in negotiation

—— Publishers Weekly (starred review)

Written in the same remarkable vein as Getting to Yes, this book is a masterpiece ... I truly enjoyed it and felt edified by it

—— Dr. Stephen R. Covey, author of The 7 Habits of Highly Effective People

This is one of those unusual works that is so carefully constructed and written that you may find yourself praising its common sense and nodding easily in concurrence ... It is a book to reflect upon and that belongs on every negotiator's reference shelf

—— The Negotiator Magazine

The book is both profound and easy-to-read, based on a wide range of research and first-hand experience in negotiation. There is no interaction setting - public, professional or personal, local or international - where its recommendations will not be applicable

—— Elise Boulding, Professor Emeritus at Dartmouth University

Over a lifetime of study and practice, Roger Fisher has transformed what we think about negotiation. His and Daniel Shapiro's new book extends this work in novel and insightful ways ... a must read for anyone who negotiaties, which is to say for all of us

—— Elena Kagan, Dean, Harvard Law School and former associate counsel to the U.S. President

Exactly what we need now: a lucid, systematic approach to dealing with emotions, infused with a practical wisdom that will help you understand, enrich, and improve all your negotiations - and your relations with fellow human beings

—— Leonard L. Riskin, director, Center for the Study of Dispute Resolution, University of Missouri-Columbia

Powerful, practical advice. It will put your emotions to good use

—— Desmond Tutu

A brilliant guide ... Anyone who faces a difficult conversation, let alone a formal negotiation, can use this as a guidebook

—— Daniel Goleman, author of Emotional Intelligence

Destined to take its place alongside Getting to Yes on innumerable bookshelves around the world

—— Howard Gardner, Harvard University

Business gurus love to tell stories about Pixar, but this is our first chance to hear the real story from someone who lived it and led it. Everyone interested in managing innovation—or just good managing—needs to read this book

—— Chip Heath - Author of SWITCH

What is the secret to making more of the good stuff? Every so often Hollywood embraces a book that it senses might provide the answer. . . . Catmull’s book is quickly becoming the latest bible for the show business crowd

—— New York Times

Too often, we seek to keep the status quo working. This is a book about breaking it

—— Seth Godin - Author of ALL MARKETEERS ARE LIARS

For those brave enough, Creativity Inc. is a call to strive for the very best, with, just as importantly, precuise instructions as to how to go about it

—— Independent on Sunday

Fascinating...A smart guide to getting the best out of employees and therefore the business

—— The Times

A great book for anyone interested in inspiring and managing creative talent (Books of the Year)

—— Financial Times , Lionel Barber, Editor of the Financial Times

Since the banking crisis, masses of books arrive every week. Scanning them all would be incompatible with eating and sleeping... Much the most entertaining is just called Money

—— Samuel Brittan , Financial Times

Entertaining

—— Economist

Two chapters in, I realized that this was the book I needed when I was having conversations during the Occupy movement, and friends were all trying to understand what had happened and what we wanted to happen differently, and I think if I had read this at the time I would have had more language and stories to talk about that whole argument

—— Ellah Allfrey

A very spritely and lucid and well written book

—— Kevin Jackson

Covers a vast geographical and historical spread

—— Martin Shubik , Nature

Like a thriller writer, Martin inserts little hooks at the end of his chapters for the next section – and he deserves…credit for creating a readable work on such a potentially bone-dry subject

—— Ian Birrell , Observer

Martin tells an interesting story and his diagnosis is persuasive

—— Josh Glancy , Sunday Times

Engrossing

—— Jon Ihle , Sunday Business Post

This book is a great read, and one that I think non-economists will find completely accessible… The historical detail is fascinating, and the ideas they are used to illustrate are clear and thought provoking, so I’m very glad I read it

—— Simon Wren-Lewis , MainlyMacro Blog

[Martin] demonstrates a capacity both for wit and literary style in this engaging, timely history

—— Frank Trentman , BBC History Magazine

An entertaining history of one of the most powerful, misunderstood forces in the world around us. Not one of those awful books about how to get rich

—— Stuff

A wonderfully original and entertaining history of money. If you have ever wondered why the whole system seems so dangerously and chronically unstable, this is the book to read

—— Liaquat Ahamed, author of Lords of Finance, winner of the Pulitzer Prize

Splendid

—— Adam Fergusson , Literary Review

This is an excellent book to read, full of interesting history and insight, and very clear and well written... A beautiful and sometimes even entrancing study of human thought about money

—— Tyler Cowen , Times Literary Supplement

An important insight into how finance and economics blindsided each other in the runup to the financial crisis

—— George Hay , Reuters

Startling insights in clear, intelligent prose… You will emerge better informed, and also surprisingly entertained

—— Nicholas Lezard , Guardian

A terrific analysis

—— William Leith , Evening Standard

Money isn’t just an entertaining read, it’s also really useful

—— Big Issue

A thought-provoking book

—— Good Book Guide
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