Beyond Reason: Using Emotions as You Negotiate

Beyond Reason: Using Emotions as You Negotiate

Beyond Reason: Using Emotions as You Negotiate

Beyond Reason: Using Emotions as You Negotiate

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Overview

“Written in the same remarkable vein as Getting to Yes, this book is a masterpiece.” —Dr. Steven R. Covey, author of The 7 Habits of Highly Effective People

• Winner of the Outstanding Book Award for Excellence in Conflict Resolution from the International Institute for Conflict Prevention and Resolution •


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 and author of Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged Conflicts. In Beyond Reason, Fisher and Shapiro show readers how to use emotions to turn a disagreement-big or small, professional or personal-into an opportunity for mutual gain.

Product Details

ISBN-13: 9780143037781
Publisher: Penguin Publishing Group
Publication date: 09/26/2006
Pages: 256
Sales rank: 210,544
Product dimensions: 5.12(w) x 7.91(h) x 0.62(d)
Age Range: 18 Years

About 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.

What People are Saying About This

Howard Gardner

"With exemplary clarity and thoroughness, and without one unnecessary word, Roger Fisher and Daniel Shapiro detail the five ways in which to mobilize emotions for effective negotiation. The volume is destined to take its place alongside Getting to Yes on innumerable bookshelves around the world."
Hobbs Professor of Education and Cognition, Harvard Graduate School of Education

Elena Kagan

"Over a lifetime of study and practice, Roger Fisher has transformed what we think about negotiation. His and Daniel Shapiro's new book extends this work in novel and insightful ways. Beyond Reason is a must-read for anyone who negotiates, which is to say for all of us."
Dean, Harvard Law School, and former Associate Counsel to the U.S. President

Stephen R. Covey

"Written in the same remarkable vein as Getting to Yes, this book is a masterpiece. Fisher and Shapiro beautifully explain how channeling the emotions in deeply respecting five concerns enables the negotiators to reach a mutually beneficial result. I truly enjoyed it and felt edified by it."
author, The 7 Habits of Highly Effective People and The 8th Habit: From Effectiveness to Greatness

The Negotiator Magazine

"Highly Recommended."

USA TODAY

A "valuable, clearly written book."

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