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Beyond Reason: Using Emotions as You Negotiate - Roger Fisher, Daniel Shapiro
Beyond Reason: Using Emotions as You Negotiate
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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... show more
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
Publisher: Penguin
Pages no: 256
Edition language: English
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Community Reviews
Dee's Blog Blog
Dee's Blog Blog rated it
3.0
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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