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