Beyond Reason: Using Emotions as You Negotiate
Telling a negotiator "Don't get emotional!" is to miss the point. Roger Fisher, the author of Getting to YES, and Daniel Shapiro of the Harvard Negotiation Project understand how emotions affect negotiation and, more important, how they can be used as a tool. Their Beyond Reason pinpoints the...
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Telling a negotiator "Don't get emotional!" is to miss the point. Roger Fisher, the author of Getting to YES, and Daniel Shapiro of the Harvard Negotiation Project understand how emotions affect negotiation and, more important, how they can be used as a tool. Their Beyond Reason pinpoints the five core emotional concerns that we all feel during any interaction: Do you feel unappreciated? Alone? Put down? Trivialized? Your autonomy impinged? Awareness of these concerns can generate positive results and emotions. The difference between "win-win negotiations" and losing control.
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Format: paperback
ISBN:
9780143037781 (0143037781)
ASIN: 143037781
Publish date: September 26th 2006
Publisher: Penguin
Pages no: 256
Edition language: English
lots of good information - going to need to buy myself a copy so i can highlight important stuff - too much to remember off the top of my head
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