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Beyond Reason: Using Emotions as You Negotiate
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Sales rank 26,977
Customers rating (based on 40 reviews)
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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.
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| Publisher | Penguin (Non-Classics) | | Release date | 09/2006 | | Availability | Usually ships in 24 hours | | Edition | Paperback |
| | List price | $15 | | Our price | $10.2 (you save 32.00%) | | Used price | from $3.53 |
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 Good, but please note, we are dealing with emotions here ;-)
Enjoying reading, but as much as it talks about "emotions" that much you understand that's it's a thing which really hard to control.
 Excellent!
Used this as research for our call centre staff when dealing with difficult situations/negotiating. Excellent resource - combines theory with practical.
Highly recommend it.
Using your emotions positively
As the title suggests, the authors Roger Fisher and Daniel Shapiro set out to show how to manage emotions during a negotiation - both yours and the other party's. Fisher is the co-author of the best selling book on negotiation, "Getting To Yes" and the similar style is evident here - simple concepts with plenty of real case scenarios to illustrate.
The book is in five parts, but it's part two that has all the guts of their concept. The five chapters in this section outline the author's key negotiating strategies for managing emotions - express appreciation, build alliances, respect autonomy, acknowledge status and choose a fulfilling role. I found the best of these to be "express appreciation" which has three simple strategies - understand their (the other party) point of view; find merit in what the other person thinks, feels and does; communicate your understanding. Whilst these may seem like common sense and reasonably straight forward, the hints and tips the authors give on how to implement these is well worth the price of this book. For example, one that impressed me was how to show appreciation for the other party's argument whilst not necessarily agreeing with it, thus building positive rapport and approaching the negotiation from a collaborative rather than adversarial perspective.
Fisher and Shapiro are extremely experienced and knowledgeable negotiators. I really liked their many (real) cases to illustrate key points. I will certainly use the things I have learnt from reading this book in my own negotiations. My one piece of advice - if you are a novice negotiator, I would suggest reading a book such as "Getting to Yes" first so that you have some basic negotiating principles to work from. The tips in this book can then enhance your expertise.
Bob Selden, author
What To Do When You Become The Boss: How new managers become successful managers
Excellent Read - Using Emotions to Help Yourself as Well as Others
This book illustrates effectively how emotions can be used in the communications process between yourself and others for a positive result. We have always been taught that emotions should be kept out of communication -- that it is a bad thing, but this book uses charts and conversation examples to show that that isn't the case. An excellent, easy to read book that helps the reader and teaches them to be a better communicator with better skills for negotiation.
Guidebook for using emotions in negotiation
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.
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