FIVE CORE CONCERNS:
Fisher, R. & Shapiro, D. (2005) Beyond reason: Using emotions as you negotiate. New York: Viking.
Fisher, R. & Shapiro, D. (2005) Beyond reason: Using emotions as you negotiate. New York: Viking.
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CORE CONCERN
APPRECIATION AFFLILIATION AUTONOMY STATUS ROLE |
CONCERN IS IGNORED WHEN
Your thoughts, feelings, or actions are devalued. You are treated as an adversary and kept at a distance. Your freedom to make decisions is impinged upon. Your relative standing is treated as inferior to that of others. Your current role and its activities are not personally fulfilling. |
CONCERN IS MET WHEN
Your thoughts, feelings, and actions are acknowledged as having merit. You are treated as a colleague. Others respect your freedom to decide important matters. Your standing where deserved is given full recognition. You so define your role and its activities that you find them fulfilling. |
