Beyond Reason Using Emotions as You Negotiate

ISBN-10: 0143037781

ISBN-13: 9780143037781

Edition: N/A

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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 disagreementbig or small, professional or personalinto an opportunity for mutual gain.

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Book details

List price: $17.00
Publisher: Penguin Publishing Group
Publication date: 9/26/2006
Binding: Paperback
Pages: 256
Size: 5.25" wide x 8.00" long x 0.50" tall
Weight: 0.638

Daniel Shapiro is a retired attorney specializing in art and cultural property law. He lives in New York.

Introduction
The Big Picture
Emotions Are Powerful, Always Present, and Hard to Handle
Address the Concern, Not the Emotion
Take the Initiative
Express Appreciation: Find Merit in What Others Think, Feel, or Do-and Show It
Build Affiliation: Turn an Adversary into a Colleague
Respect Autonomy: Expand Yours (and Don't Impinge upon Theirs)
Acknowledge Status: Recognize High Standing Wherever Deserved
Choose a Fulfilling Role: And Select the Activities Within It
Some Additional Advice
On Strong Negative Emotions: They Happen. Be Ready
On Being Prepared: Prepare on Process, Substance, and Emotion
On Using These Ideas in the "Real World": A Personal Account by Jamil Mahuad, Former President of Ecuador
Conclusion
End Matter
Seven Elements of Negotiation
Glossary
Works Consulted
Acknowledgments
Analytical Table of Contents
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