In meetings with partners, colleagues, subordinates, you always experience emotions - positive (joy, satisfaction) or negative (anger, disappointment, guilt). How to deal with your own and others' emotions during negotiations? The authors of the book have the answer - they offer a simple but effective technique to generate positive and get rid of negative emotions. This will help the reader to feel more confident in the negotiations and act more efficiently. Instead of trying to respond to every emotion, it is important to focus on what causes them. Needs, personal autonomy, social status ... the authors tried to explain in an accessible way, with the help of which simple tools you can take control of yourself, the interlocutor and the whole situation as a whole.
What are the specifics: Roger Fisher taught negotiation at Harvard Law School and was director of the Harvard Negotiation Research Project, a topic he has been involved in for over 40 years! David Shapiro, Fisher’s colleague, holds a PhD in clinical psychology.
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