Whether you are negotiating a business contract or curfew with your teenager, emotions can get you in trouble. They also can help you get what you want. This book shows you how. Telling a negotiator 'Don't get emotional' is nonsense. We all have emotions of some kind - all the time - and these emotions deeply inform both what we want and how we go about getting it. In "Getting to Yes", master negotiator Roger Fisher helped readers understand the mechanics of everyday agreements and how to reach them while preserving respect and self-worth. Now, in "Beyond Reason", he and psychologist Daniel Shapiro share their expertise in understanding how emotions affect negotiations and, more importantly, how they can be used as a tool. "Beyond Reason" sheds light on five core emotional concerns we all feel during any interaction, whether between business partners or spouses. Do you feel unappreciated? Alone? Put down? Trivialized? Your autonomy impinged? Awareness of these "core concerns" gives you power. Fisher and Shapiro show you how to use them to generate positive emotions in others and in yourself, allowing you to set the emotional tone and to get what you each want more easily. You will even know what matters most to people before meeting them. Fresh, insightful, and engaging, "Beyond Reason" is sure to be viewed as Fisher's most important work since "Getting to Yes".
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"Masters of diplomacy, Fisher and Shapiro, of the Harvard Negotiation Project, build on Fisher's bestseller (he coauthored Getting to Yes) with this instructive, clearly written book that addresses the emotions and relationships inevitably involved in negotiation" ( Publishers Weekly (starred review))
"Written in the same remarkable vein as Getting to Yes, this book is a masterpiece ... I truly enjoyed it and felt edified by it" (Dr. Stephen R. Covey, author of The 7 Habits of Highly Effective People)
"This is one of those unusual works that is so carefully constructed and written that you may find yourself praising its common sense and nodding easily in concurrence ... It is a book to reflect upon and that belongs on every negotiator's reference shelf" ( The Negotiator Magazine)
"The book is both profound and easy-to-read, based on a wide range of research and first-hand experience in negotiation. There is no interaction setting - public, professional or personal, local or international - where its recommendations will not be applicable" (Elise Boulding, Professor Emeritus at Dartmouth University)
"Over a lifetime of study and practice, Roger Fisher has transformed what we think about negotiation. His and Daniel Shapiro's new book extends this work in novel and insightful ways ... a must read for anyone who negotiaties, which is to say for all of us" (Elena Kagan, Dean, Harvard Law School and former associate counsel to the U.S. President)
The follow-up to Getting to Yes - a how-to guide to successful negotiation.
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Book Description Book Condition: Brand New. Book Condition: Brand New. Bookseller Inventory # 97801430579181.0
Book Description Penguin Audio, 2005. Audio CD. Book Condition: New. book. Bookseller Inventory # 014305791X
Book Description Penguin Audio, 2005. Audio Book(CD). Book Condition: New. New item. Bookseller Inventory # QX-134-X1-4837104