Beyond Reason

Description

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.

Description

From the seasoned negotiator who brought us Getting to Yes--a guide to using emotions to benefit you and others. Whether you are negotiating a business contract or curfew with your teenager, emotions can get you in trouble. They also can help you get what you want. This book shows you how. Telling a negotiator "Don't get emotional" is nonsense. We all have emotions of some kind--all the time--and these emotions deeply inform both what we want and how we go about getting it. In his Getting to Yes, master negotiator Fisher helped readers understand the mechanics of everyday agreements and how to reach them while preserving respect and self-worth. In this book, he and psychologist Shapiro share their expertise in understanding how emotions affect negotiations and, more importantly, how they can be used as a tool.--From publisher description.

First Sentence

A prospective customer threatens to back out of an agreement just before the final document is signed.

Subjects

Other Editions

• Beyond Reason: Using Emotions as You NegotiateHardcoverViking Adult2005-10-06
• Beyond ReasonPenguin (Non-Classics)2006-09-26
• Beyond ReasonPenguin Highbridge (Aud)2005-10-06
• Beyond ReasonPenguin Audio2005-10-06
• Beyond ReasonElectronic resourcePenguin Group USA, Inc.2008-01-01