Beyond Reason: Using Emotions as You Negotiate

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Random House Business Books, 2006 - Emotions - 246 pages
5 Reviews
From the seasoned negotiator who brought us Getting to Yes--a guide to using emotions to benefit you and others. 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 his Getting to Yes, master negotiator Fisher helped readers understand the mechanics of everyday agreements and how to reach them while preserving respect and self-worth. In this book, he and psychologist Shapiro share their expertise in understanding how emotions affect negotiations and, more importantly, how they can be used as a tool.--From publisher description.

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LibraryThing Review

User Review  - bostonian71 - LibraryThing

Clearly written and engaging, with advice that's useful for daily relationships as well as international diplomacy or labor-management negotiations. Experts might find it too simplistic, but being a non-expert I appreciate the easy-to-understand explanations. Read full review

LibraryThing Review

User Review  - GShuk - LibraryThing

Excellent analysis of the role emotion plays during the negotiation process. The book flows well covering 5 core concerns that affect emotion(Appreciation, Affiliation, Autonomy, Status, Role) He uses ... Read full review

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About the author (2006)

Roger Fisher is the Samuel Williston Professor Emeritus of Law at Harvard, director of the Harvard Negotiation Project, and founder of two consulting organizations.
Daniel Shapiro, associate director of the Harvard Negotiation Project, teaches at Harvard Law School and in the psychiatry department at Harvard Medical School.

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