Beyond reason
using emotions as you negotiate
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Author
Contributions
- Shapiro, Daniel, 1971- - Contributor
Publication
2005 - Viking, New York, New York (State)
Language
English
Word Count
61,500 words, Guess
Page Count
246 pages
Identifiers
- Open LibraryOL24768888M
- ISBN-139780670034505
- ISBN-100670034509
- OCLC Control Number58789328
- OCLC Control Numberbeyondreasonusin00fish
and 1 more
- Library of Congress Control Number2005042274
Classifications
- DDC302.3
- LCCBF637.N4 F55 2005
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.
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