Beyond Reason: Using Emotions as You Negotiate

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More About This Book

Overview

Emotions matter. Whether negotiating with an angry boss or an outraged teenager, emotions can derail you. Properly treated, however, they can help you achieve the results you want. This book shows you how.

In Beyond Reason, you will discover five "core concerns" that motivate people: appreciation, affiliation, autonomy, status, and role. You will learn how to use these core concerns to generate helpful emotions in yourself and in others. Armed with this knowledge, you can gauge the needs of another negotiator, set the emotional tone of discussion, and reach a mutually acceptable agreement.

Beyond Reason clarifies the complicated, "fuzzy" world of emotions and offers straightforward, practical advice. It builds on previous work of the Harvard Negotiation Project, the group that brought you the groundbreaking book Getting to YES. Now, in Beyond Reason, world renowned negotiator Roger Fisher teams up with psychologist Daniel Shapiro, expert on the emotional dimension of negotiation. They show you how to employ emotions to turn a disagreement - big or small, professional or personal - into an opportunity for mutual gain.

Fresh, insightful, and relevant to any interaction, Beyond Reason is certain to become a lasting classic for dealing with anyone from family and friends to colleagues, customers, and employees.

Editorial Reviews

From Barnes & Noble
Telling a negotiator "Don't get emotional!" is to miss the point. Roger Fisher, the author of Getting to YES, and Daniel Shapiro of the Harvard Negotiation Project understand how emotions affect negotiation and, more important, how they can be used as a tool. Their Beyond Reason pinpoints the five core emotional concerns that we all feel during any interaction: Do you feel unappreciated? Alone? Put down? Trivialized? Your autonomy impinged? Awareness of these concerns can generate positive results and emotions. The difference between "win-win negotiations" and losing control.
Publishers Weekly
Masters of diplomacy, Fisher and Shapiro, of the Harvard Negotiation Project, build on Fisher's bestseller (he co-authored Getting to YES) with this instructive, clearly written book that addresses the emotions and relationships inevitably involved in negotiation. Identifying five core concerns that stimulate emotion-appreciation, affiliation, autonomy, status and role-the authors explain how to control and leverage your own and others' emotions for better end-results. They enliven the book with detailed examples of commonly faced situations-from dealing with colleagues to understanding one's spouse-and with anecdotes of high-level negotiations regarding critical matters of state (e.g., Fisher's conversation with the head of Iran's Islamic Republican Party when U.S. embassy in Teheran was seized in 1979). Fisher and Shapiro play out each situation, often toward an unsatisfactory conclusion, and then carefully analyze the negotiation and rewind it according to their behavioral framework for more favorable resolutions. Take the initiative and understand the five core concerns, they suggest, offering practical advice on understanding another's point of view, building connections, joint brainstorming, tempering strong emotions and defining an empowering temporary role. Baffled spouses, struggling middle managers and heads of state might take a cue from the convincing strategy laid out by these savvy experts. (Oct.) Copyright 2005 Reed Business Information.
More Reviews (1) Fewer Reviews
Library Journal
Fisher, whose Getting to Yes has sold three million copies, is joined by the associate director of the Harvard Negotiation Project in this account of how to use one's emotions to get to yes. Copyright 2005 Reed Business Information.

Product Details

  • ISBN-13: 9780143037781
  • Publisher: Penguin Group (USA) Incorporated
  • Publication date: 9/26/2006
  • Pages: 256
  • Sales rank: 128,492
  • Product dimensions: 5.16 (w) x 8.05 (h) x 0.52 (d)

Meet the Author

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.

Customer Reviews

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Sort by: Showing all of 7 Customer Reviews

  • 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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  • 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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    Posted November 25, 2009

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