Beyond Reason: Using Emotions as You Negotiate [NOOK Book]

Overview

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. In Beyond Reason, they ...
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Beyond Reason: Using Emotions as You Negotiate

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Overview

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. In Beyond Reason, they show readers how to use emotions to turn a disagreement-big or small, professional or personal-into an opportunity for mutual gain.


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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.
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.
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Product Details

  • ISBN-13: 9781101218877
  • Publisher: Penguin Group (USA)
  • Publication date: 10/6/2005
  • Sold by: Penguin Group
  • Format: eBook
  • Pages: 256
  • Sales rank: 309,087
  • File size: 685 KB

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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Customer Reviews

Average Rating 4.5
( 6 )
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Sort by: Showing all of 6 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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  • 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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    Posted May 4, 2010

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    Posted May 29, 2011

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