Beyond Reason: Using Emotions as You Negotiate

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Penguin, Oct 6, 2005 - Business & Economics - 256 pages
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“Written in the same remarkable vein as Getting to Yes, this book is a masterpiece.” —Dr. Steven R. Covey, author of The 7 Habits of Highly Effective People

• Winner of the Outstanding Book Award for Excellence in Conflict Resolution from the International Institute for Conflict Prevention and Resolution •


In Getting to Yes, renowned educator and negotiator Roger Fisher presented a universally applicable method for effectively negotiating personal and professional disputes. Building on his work as director of the Harvard Negotiation Project, Fisher now teams with Harvard psychologist Daniel Shapiro, an expert on the emotional dimension of negotiation and author of Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged Conflicts. In Beyond Reason, Fisher and Shapiro show readers how to use emotions to turn a disagreement-big or small, professional or personal-into an opportunity for mutual gain.


From the Trade Paperback edition.
 

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Contents

Introduction
I
CHAPTER 1
CHAPTER 2
II
CHAPTER 3
CHAPTER 4
CHAPTER 5
CHAPTER 9
CHAPTER 10
IV
Conclusion
V
Seven Elements of Negotiation
Glossary
Works Consulted

CHAPTER 6
CHAPTER 7
III
CHAPTER 8
Acknowledgments
Analytical Table of Contents
Copyright

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About the author (2005)

Roger Fisher is the Samuel Williston Professor of Law Emeritus, Director of the Harvard Negotiation Project, and the founder of two consulting organizations devoted to strategic advice and negotiation training.

Daniel Shapiro, Associate Director of the Harvard Negotiation Project, teaches negotiation at Harvard Law School and in the psychiatry department at Harvard Medical School/McLean Hospital.

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