Customer Reviews for

Beyond Reason: Using Emotions as You Negotiate

Average Rating 4.5
( 6 )
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  • Anonymous

    Posted January 5, 2006

    Not Fisher's Best

    This is the weakest of the series of books to have come from the Harvard Project on Negotiation (Getting to Yes, Getting Past No, Beyond Winning, et al.). While some of the 5 'core concerns' Fisher articulates are certainly important, the book spends virtually all its time teaching about dealing with the other side's emotions and precious little about dealing with your own. Telling someone to count to ten or take a break is not enough - teaching analysis of why your emotional buttons are pushed, how to identify that and how to work it to your advantage are missing. At times the book seems designed as nothing more than a vehicle for Roger Fisher's old 'war stories'. They're interesting, but do not a book make.

    1 out of 1 people found this review helpful.

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  • Posted March 31, 2013

    A useful look at how emotions influence negotiations. Filled wit

    A useful look at how emotions influence negotiations. Filled with anecdotes from the lives of the authors, who have helped negotiate agreements with great international significance, this book provides practical steps to help anyone improve their negotiating skills. The authors demonstrate how focusing on five core concerns that underlie many emotions can help one understand a negotiation and improve a situation. The book is well-written and thoughtfully organized. The chapters are divided into short subsections with helpful summaries at the end of each chapter. Highly recommended.

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  • Anonymous

    Posted January 30, 2008

    Guidebook for using emotions in negotiation

    Far too many books treat negotiation as a rational process, as if the parties involved are calculating machines (or close to it). Authors Roger Fisher and Daniel Shapiro show that is not the case. They explain how emotions affect negotiating, and provide tools based on five core emotional concerns for dealing with powerful feelings at the negotiating table. This slender book is clearly written, and the authors illustrate each point in their theoretical framework with examples from their extensive experience. The result is an immediately applicable book that provides a host of practical tips. getAbstract recommends it to anyone who negotiates¿and that means just about everyone.

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  • Anonymous

    Posted January 31, 2006

    Powerful Advice, and Useful

    The ideas in this book are powerful. Simple enough to use right away, and powerful enough that they will make a difference in your life. They did in mine. The more I have applied the advice, the more I see how relevant it is in just about any circumstance. Take the advice on autonomy. I'm now much more sensitive to not impinging upon the autonomy of my boss. And I'm also more sensitive to not impinging on the autonomy of my wife. And it has improved both relationships. I think the real magic of this book is that it simplifies the emotional side of things. The authors are not afraid to boil things down to their basics. And I agree with them that emotions are so complicated, and what the book offer is a practical framework for dealign with emotions. Their 5 core concerns are important for anyone to know -- and use. I highly recommend this book for anyone dealing with anyone.

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  • Anonymous

    Posted May 4, 2010

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    Posted May 29, 2011

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