Beyond Reason Using Emotions as You Negotiate
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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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All the information you need in one place! Each Study Brief is a summary of one specific subject; facts, figures, and explanations to help you learn faster.
List price: $17.00
Publisher: Penguin Publishing Group
Publication date: 9/26/2006
Size: 5.25" wide x 8.00" long x 0.50" tall
Daniel Shapiro is a retired attorney specializing in art and cultural property law. He lives in New York.
|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|
|Seven Elements of Negotiation|
|Analytical Table of Contents|