This book is a product of our personal learning and research. It builds upon Getting to YES" Negotiating Agreement Without Giving In, which is coauthored by Roger and has become a foundation for the widely used process of interest-based negotiation. This process suggests that negotiators obtain the best results by understanding each other's interests and working together to produce an agreement that will meet those interests as best they can. (See Seven Elements of Negotiation on page 207 for details.) Many have commented that though the advice in Getting to YES is powerful, it does not spend much time addressing the question of how to handle the emotions and relationship issues in our toughest negotiations. This is our attempt to dig into those questions.

WHETHER YOU'RE NEGOTIATING WITH AN ANGRY BOSS OR A DIFFICULT COLLEAGUE - OR, INDEED, A STUBBORN TEENAGER - YOU CAN LEARN TO STIMULATE EMOTIONS THAT HELP YOU ACHIEVE THE RESULT YOU WANT,Building Agreement shows you how to use five 'core concerns' that motivate people:

Express appreciation for what others think, feel or do

Build affiliation; turn an adversary into a colleague

Respect autonomy in others and gain autonomy for yourself

Acknowledge status and establish your own

Choose a fulfilling role during every negotiation

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 essential negotiation skills.

Introduction

Ⅰ. THE BIG PICTURE

 1. Emotions Are Powerful, Always Present, and Hard to Handle

 　2. Address the Concern, Not the Emotion

Ⅱ. TAKE THE INITIATIVE

 3. Express Appreciation

Find Merit in What Others Think, Feel, or Do--and Show It

 4. Build Affiliation

Turn an Adversary into a Colleague

 5. Respect Autonomy

Expand Yours (and Don't Impinge upon Theirs)

 6. Acknowledge Status

Recognize High Standing Wherever Deserved

 7. Choose a Fulfilling Role

and Select the Activities Within It

Ⅲ. SOME ADDITIONAL ADVICE

 8. On Strong Negative Emotions

They Happen. Be Ready.

 9. On Being Prepared

Prepare on Process, Substance, and Emotion

 10. On Using These Ideas in the "Real World"

A Personal Account by Jamil Mahuad,

Former President of Ecuador

Ⅳ. CONCLUSION

Ⅴ. END MATTER

 Seven Elements of Negotiation

 Glossary

 Works Consulted

 Acknowledgments

 Analytical Table of Contents