Beyond Reason: Using Emotions as You Negotiate

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		Beyond Reason: Using Emotions as You Negotiate
		Beyond Reason: Using Emotions as You Negotiate

“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.


From the Trade Paperback edition.

网友对Beyond Reason: Using Emotions as You Negotiate的评论

Roger Fisher and Daniel Shapiro in their book "Beyond Reason: Using Emotions as You Negotiate," give practical examples and tips for how to use, control and decipher emotions in the context of negotiations. The application of their theories to their own experiences roots this narrative in truth and practicality. Throughout this book the authors examine how emotions might change the approach to and experience of negotiation preparation, identification of bargaining alternatives, application of ethics and resolution of conflicts.

Fisher and Shapiro believe that emotions will and should always be present at the negotiation, but a negotiator should not waste her time interpreting all emotions but rather work to figure out how the emotion tie back to core concerns. These core concerns include: appreciation, affiliation, autonomy, status, and role.

I liked that the authors brought examples of formal negotiations and everyday negotiations to show how the identification of emotion is less important than the identification of core concerns to the resolution of a disagreement and the longevity of relationships. The book is an easy read, and the authors have organized it so that it is easily referenced as needed

this book is interesting in that the authors assert that in conflict people are usually lacking in one of their "core" needs/values and if you can just figure out which one it is you can solve many problems. It seems a little idealistic but also partly true if you listen to a lot of the grumbling that goes on in your work place you'll probably hear something that can be traced back to an idea in the book.

If we would pay more attention to the common core concerns we all share, everyday life would be much more productive. These thought processes are vitally important, I wish I had read this book years ago.

Excellent examples, easy to read. Will use information in leadership training, training on emotional intelligence and also will use as discussion points with behavior disabled students. Great information.

This books complement the scope of negotiation adding the emotional perspective.
Recommended lecture to understand more about negotiation. Good book.

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