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Beyond Reason Abridged Compact Disc Audio CD – Abridged, Oct. 11 2005

4.5 out of 5 stars 236 ratings

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Audio CD, Abridged, Audiobook
$166.99 $63.99

Product description

From AudioFile

Two experts break new ground with this articulate lesson on the emotional dimension of negotiations. One of many insights they offer is the importance of attending to the five core concerns, or needs, that everyone has when involved in negotiation. These core concerns--appreciation, affiliation, autonomy, status, and role--are the source of much emotion, whether we want them to be or not. These concerns and clear standards for reacting to each of them are spelled out early in the lesson and serve to integrate the material that follows. Though the abridgment is a bit uneven, the insights are cutting-edge and will be a welcome change from competitive and mechanical models of negotiating. T.W. © AudioFile 2006, Portland, Maine-- Copyright © AudioFile, Portland, Maine

Product details

  • Publisher ‏ : ‎ Penguin Audio USA; Abridged edition (Oct. 11 2005)
  • Language ‏ : ‎ English
  • ISBN-10 ‏ : ‎ 014305791X
  • ISBN-13 ‏ : ‎ 978-0143057918
  • Item weight ‏ : ‎ 159 g
  • Dimensions ‏ : ‎ 13.36 x 1.96 x 14.53 cm
  • Customer Reviews:
    4.5 out of 5 stars 236 ratings

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Customer reviews

4.5 out of 5 stars
4.5 out of 5
236 global ratings

Top reviews from Canada

Reviewed in Canada on March 21, 2018
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Reviewed in Canada on January 19, 2018
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1.0 out of 5 stars One Star
By Amazon Customer on January 19, 2018
This arrived with damage to the book even though it is supposed to be new. Not very impressed.
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Reviewed in Canada on February 15, 2018

Top reviews from other countries

Caufrier Frederic
5.0 out of 5 stars Added value
Reviewed in the United Kingdom on March 23, 2012
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3 people found this helpful
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Adil Hussain
5.0 out of 5 stars Highly recommend practical guide with lots of good real-life examples
Reviewed in the United Kingdom on December 27, 2007
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3 people found this helpful
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J. Shire
5.0 out of 5 stars Worth reading
Reviewed in the United Kingdom on September 22, 2017
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5.0 out of 5 stars A phenomenal book.
Reviewed in the United Kingdom on November 29, 2015
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Kindle Customer
1.0 out of 5 stars Nothing of substance in this book other than be nice to people and they are more likely to cooperate ...
Reviewed in the United Kingdom on October 3, 2017
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