Beyond Reason: Using Emotions as You Negotiate

Authors: Roger Fisher , Daniel Shapiro

Category: Book , Hardcover

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Editorial Review

Let's say you're trying to convince a new employer to sweeten its job offer to you. Or perhaps you're buying or selling a company. Or maybe you're even solving for peace in the Middle East. If any of these scenarios is yours, Roger Fisher, Daniel Shapiro, and their colleagues at the Harvard Negotiation Project have ideas that they would like to share. Fisher's previous book, Getting to Yes, stands today as a seminal work in negotiations theory. Businesspeople in a wide variety of industries have drawn from the book's tips for deal-making and its larger framework for "interest-based negotiation", which focuses on understanding each side's interests and working together to produce proverbial win-win outcomes. In Beyond Reason, Fisher and Shapiro go one step further.

To the authors' credit, they started this new book with a clear understanding of the previous one's chief shortcoming. Though Getting to Yes introduced a powerful paradigm for negotiations, it did not fully address a critical element of most deals: emotions, and the messy human details that can distract from purely rational decision-making. If both negotiators are consistently lucid, fair, and calm, the game has a certain set of rules, but if--as in most situations--the different parties get excited, angry, sad, insulted, and so on, then those rules change. That expanded focus forms the basis for Beyond Reason.

Fisher and Shapiro have structured this latest work around five... (click to continue)

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Other Details

• ISBN: 0670034509
• Publisher: Viking Adult, Hardcover
• Published on 6 October, 2005
• 256 pages
• Manufacturer: Viking Adult
• Package dimensions (LxWxH): 9.1 x 6.1 x 1.1 inches
• Weight: 1 lbs

Similar Stores

• Books > Subjects > Business & Investing > Management & Leadership > Negotiating (view)
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• Books > Subjects > Health, Mind & Body > Mental Health > Emotions (view)
• Books > Refinements > Binding (binding) > Hardcover (view)
• Books > Refinements > Format (feature_browse-bin) > Printed Books (view)

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