Beyond Reason: Using Emotions as You Negotiateby Roger Fisher, Daniel Shapiro
In Beyond Reason, you will discover five "core concerns" that motivate people: appreciation, affiliation, autonomy, status, and role. You will learn how/i>
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.
—Dr. Steven R. Covey, author of The 7 Habits of Highly Effective People
“Powerful, practical advice. It will put your emotions to good use.”
—Archbishop Desmond Tutu
“A must read for anyone who negotiates—which is to say for all of us.”
—Elena Kagan, Associate Justice of the Supreme Court of the United States; former dean of Harvard Law School; and former associate counsel to the president
“A brilliant guide . . . Anyone who faces a difficult conversation, let alone a formal negotiation, can use this as a guidebook.”
—Daniel Goleman, author of Emotional Intelligence
“Destined to take its place alongside Getting to Yes on innumerable bookshelves around the world.”
—Howard Gardner, Harvard University
“An indispensable real-world guide for anyone. Roger Fisher and Daniel Shapiro have brilliantly detailed a methodical system for moving emotions in a constructive direction. The NYPD Hostage Negotiation Team faces some of the most high-stakes decisions every day. We regularly apply the skills of Beyond Reason to create the straightforward dialogue that resolves the vast majority of our hostage negotiations.”
—Lt. Jack J. Cambria, commanding officer, NYPD Hostage Negotiation Team
“As the prosecutor of the International Criminal Court, I have to apply law to the world's most serious crimes. A real challenge is how to deal with people's emotions and to maximize the constructive impact of our work. Beyond Reason provides essential tools to understand how to develop solutions to even the most serious problem.”
—Luis Moreno-Ocampo, chief prosecutor, International Criminal Court
“The perfect follow-up to Getting to YES . . . The book is both profound and easy to read, based on a wide range of research and firsthand experience in negotation. There is no interaction setting—public, professional, or personal, local, or international—where its recommendations will not be applicable.”
—Elise Boudling, Dartmouth College
“Beyond Reason is exactly what we need now: a lucid, systematic approach to dealing with emotions, infused with a practical wisdom that will help you understand, enrich, and improve all your negotiations—and all your relations with fellow human beings.”
—Leonard L. Riskin, director, Center for the Study of Dispute Resolution, University of Missouri-Columbia
“The resurgence of interest in emotions has broadened the impact of research on brain and behavior. Beyond Reason takes this to a new level, showing how emotions can positively and negatively affect the way managers and other negotiators approach their goals.”
—Joseph LeDoux, author of Anxious, The Emotional Brain, and Synaptic Self
“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)
“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
“In this valuable, clearly written book, the authors say good negotiations—in business as well as in personal or family situations—hinge on respect for others, but also respect for your own feelings.”
- Penguin Group (USA)
- Publication date:
- Edition description:
- Abridged, 5 CDs, 6 hrs.
- Product dimensions:
- 5.26(w) x 5.72(h) x 0.77(d)
- Age Range:
- 18 Years
What People are saying about this
Hobbs Professor of Education and Cognition, Harvard Graduate School of Education
Dean, Harvard Law School, and former Associate Counsel to the U.S. President
author, The 7 Habits of Highly Effective People and The 8th Habit: From Effectiveness to Greatness
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.
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Most Helpful Customer Reviews
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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.
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.
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.
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.