What People REALLY Want:
5 Secrets to Successful Negotiating

We all negotiate every day – over everything from million-dollar contracts to where to go for dinner. Some deals involve complex numbers. But nearly EVERY negotiation involves something even more complex – emotions.

Even the most hard-boiled negotiator has emotions. And understanding how to leverage yours — and your counterpart’s — can spell the difference between success and failure. While most negotiating training focuses on the rational side of negotiation, the emotional side has been neglected.

Until now.

In What People REALLY Want: 5 Secrets to Successful Negotiating, Harvard professor Daniel Shapiro, Ph.D., shares his research on how to capture the power of emotions in your negotiations.

This is not just another course on emotional intelligence. Dr. Shapiro shares his powerful, 5-point framework, which exposes key human motivations driving negotiations – and which has been shown to improve outcomes in countless businesses and government negotiations. You’ll discover:

• The 5 Core Concerns of negotiating
• What emotionally motivates your counterpart’s negotiation behavior
• How to satisfy their Core Concerns to make it more likely they will say “yes” to your requests
• The critical importance of autonomy – and why it can matter more than the numbers
• The surprising power of appreciation on negotiation outcomes
• Why you must appreciate your adversary – and be appreciated yourself!
• Tools to connect with even a tough counterpart
• The 2 kinds of status, and how to use them to leverage emotions
• Understanding “roles” you unconsciously play in your negotiations – and how to reshape those roles for increased leverage
• And more!

Dr. Shapiro has negotiated international boundary disputes, and is a frequent speaker at the World Economic Forum in Davos, Switzerland. He shares his techniques for negotiating with governments … corporations … and “the world’s toughest negotiators” – his kids!

If What People REALLY Want: 5 Secrets to Successful Negotiating wins you just ONE concession in your next negotiation, it will pay for itself countless times over.

Sincerely,

Pat DiDomenico, Editorial Director
Business Management Daily

P.S. Your satisfaction is unconditionally guaranteed. If What People REALLY Want: 5 Secrets to Successful Negotiating fails to meet your needs, we will refund every penny you paid — no hassles, no questions asked.

About Your Speaker:

Daniel Shapiro, Ph.D., Associate Professor of Psychology at Harvard Medical School/McLean Hospital, is an affiliated faculty member with the Program on Negotiation at Harvard Law School, and Associate Director of the Harvard Negotiation Project. He is the director of the Harvard International Negotiation Program. He has also served on the faculty of the Sloan School of Management, Massachusetts Institute of Technology. Dr. Shapiro holds a doctorate in clinical psychology, and specializes in the psychology of negotiation. Dr. Shapiro travels throughout the U.S. and the world teaching negotiation to governmental officials, lawyers, and corporate executives. He is the co-author (with Roger Fisher) of Beyond Reason: Using Emotions as You Negotiate, www.beyond-reason.net and speaks frequently to business and government groups worldwide.