Beyond Reason: Using Emotions as You Negotiate

Beyond Reason: Using Emotions as You Negotiate

by Roger Fisher, Daniel Shapiro


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“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: 149,972
Product dimensions: 5.05(w) x 8.00(h) x 0.47(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."


A "valuable, clearly written book."

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Beyond Reason: Using Emotions as You Negotiate 4.1 out of 5 based on 0 ratings. 8 reviews.
Guest More than 1 year ago
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.
GShuk on LibraryThing More than 1 year ago
Excellent analysis of the role emotion plays during the negotiation process. The book flows well covering 5 core concerns that affect emotion(Appreciation, Affiliation, Autonomy, Status, Role) He uses impressive real world examples that make sense. Loved the example where a man in a bar was looking for a fight with him. He changed the person¿s mood from anger to pride and reduced tension by asking the person for their expert opinion on how to handle a situation like this.
chellinsky on LibraryThing More than 1 year ago
An interesting, but lacking book. The two authors give common sense advice on how to handle negotiations and the emotions that result from negotiations. At face value, this seems useful and any new insight into this realm should be helpful. However, while they are able to describe what emotions arise and how they hurt negotiations, I found their recommendations limited to either traditional responses (e.g. take a break to cool off) or nothing that a little common sense could derive (e.g. put yourself in their shoes to see what emotions you could invoke in them). A good topic to discuss, but I was looking for something deeper than was presented. I'm not sure who would even find this discussion useful--unless s/he never participated in a negotiation before.
ToddG More than 1 year ago
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.
Anonymous More than 1 year ago
Anonymous More than 1 year ago
Guest More than 1 year ago
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.
Guest More than 1 year ago
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.