Beyond Reason Using Emotions As You Negotiate

Name: Beyond Reason Using Emotions As You Negotiate
Price: 3.6 USD
Availability: InStock
ISBN: 9780143037781

ISBN-10: 0143037781

ISBN-13: 9780143037781

Edition: N/A

Authors: Roger Fisher, Daniel Shapiro

List price: $18.00

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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.

Book details

List price: $18.00
Publisher: Penguin Publishing Group
Publication date: 9/26/2006
Binding: Paperback
Pages: 256
Size: 5.12" wide x 7.91" long x 0.62" tall
Weight: 0.396
Language: English

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