Beyond Reason: Using Emotions As You Negotiate - Hardcover

Fisher, Roger; Shapiro, Dan

Hardcover

ISBN 10: 0670034509 ISBN 13: 9780670034505

Publisher: Viking Pr, 2005

Synopsis

Co-authored by the writer of Getting to Yes and a Harvard psychologist, a guide to understanding how emotions can be used as a tool during a negotiating process explains how readers can interact more productively by getting in touch with feelings and by setting a positive tone. 150,000 first printing.

About this title

Review:

"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)

Book Description:

The follow-up to Getting to Yes - a how-to guide to successful negotiation.

About this edition

• Publisher: Viking Pr
• Publication date: 2005
• ISBN 10: 0670034509
• ISBN 13: 9780670034505
• Binding: Hardcover
• Number of pages: 246