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 Agreementshows you how to control the five 'core concerns' that motivate people:

--Express appreciationfor what others think, feel or do --Build affiliationand turn an adversary into a colleague --Respect autonomyin others and gain autonomy in return --Acknowledge statusand simultaneously establish your own worth --Choose a fulfilling roleduring the process of negotiating

Using the latest research of the Harvard Negotiation Project, the group that brought you the groundbreaking bookGetting to Yes, this is a superbly practical guide to mastering essential negotiating skills.

Originally published in hardback under the titleBeyond Reason.

Roger Fisheris the Samuel Williston Professor Emeritus of Law, director of the Harvard Negotiation Project, and the founder of two consulting organisations devoted to strategic advice amd negotiation training.

Daniel Shapiro, associate director of the Harvard Negotiation Project, teaches negotiation at Harvard Law School and in the psychiatry department at Harvard Medical School/McLean Hospital.