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Beyond Reason: Using Emotions as You Negotiate by [Roger Fisher, Daniel Shapiro]

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Beyond Reason: Using Emotions as You Negotiate Kindle Edition

4.5 out of 5 stars 237 ratings

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Product description

From Publishers Weekly

Starred Review. Masters of diplomacy, Fisher and Shapiro, of the Harvard Negotiation Project, build on Fisher's bestseller (he co-authored Getting to YES) with this instructive, clearly written book that addresses the emotions and relationships inevitably involved in negotiation. Identifying five core concerns that stimulate emotion—appreciation, affiliation, autonomy, status and role—the authors explain how to control and leverage your own and others' emotions for better end-results. They enliven the book with detailed examples of commonly faced situations—from dealing with colleagues to understanding one's spouse—and with anecdotes of high-level negotiations regarding critical matters of state (e.g., Fisher's conversation with the head of Iran's Islamic Republican Party when U.S. embassy in Teheran was seized in 1979). Fisher and Shapiro play out each situation, often toward an unsatisfactory conclusion, and then carefully analyze the negotiation and rewind it according to their behavioral framework for more favorable resolutions. Take the initiative and understand the five core concerns, they suggest, offering practical advice on understanding another's point of view, building connections, joint brainstorming, tempering strong emotions and defining an empowering temporary role. Baffled spouses, struggling middle managers and heads of state might take a cue from the convincing strategy laid out by these savvy experts. (Oct.)
Copyright © Reed Business Information, a division of Reed Elsevier Inc. All rights reserved.
--This text refers to an alternate kindle_edition edition.

From AudioFile

Two experts break new ground with this articulate lesson on the emotional dimension of negotiations. One of many insights they offer is the importance of attending to the five core concerns, or needs, that everyone has when involved in negotiation. These core concerns--appreciation, affiliation, autonomy, status, and role--are the source of much emotion, whether we want them to be or not. These concerns and clear standards for reacting to each of them are spelled out early in the lesson and serve to integrate the material that follows. Though the abridgment is a bit uneven, the insights are cutting-edge and will be a welcome change from competitive and mechanical models of negotiating. T.W. © AudioFile 2006, Portland, Maine-- Copyright © AudioFile, Portland, Maine --This text refers to an alternate kindle_edition edition.

Product details

  • ASIN ‏ : ‎ B000PDYVRK
  • Publisher ‏ : ‎ Penguin Books (Oct. 6 2005)
  • Language ‏ : ‎ English
  • File size ‏ : ‎ 2303 KB
  • Text-to-Speech ‏ : ‎ Enabled
  • Screen Reader ‏ : ‎ Supported
  • Enhanced typesetting ‏ : ‎ Enabled
  • X-Ray ‏ : ‎ Enabled
  • Word Wise ‏ : ‎ Enabled
  • Print length ‏ : ‎ 256 pages
  • Customer Reviews:
    4.5 out of 5 stars 237 ratings

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Customer reviews

4.5 out of 5 stars
4.5 out of 5
237 global ratings

Top reviews from Canada

Reviewed in Canada on March 21, 2018
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Reviewed in Canada on January 19, 2018
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1.0 out of 5 stars One Star
By Amazon Customer on January 19, 2018
This arrived with damage to the book even though it is supposed to be new. Not very impressed.
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Reviewed in Canada on February 15, 2018

Top reviews from other countries

Caufrier Frederic
5.0 out of 5 stars Added value
Reviewed in the United Kingdom on March 23, 2012
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3 people found this helpful
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Adil Hussain
5.0 out of 5 stars Highly recommend practical guide with lots of good real-life examples
Reviewed in the United Kingdom on December 27, 2007
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3 people found this helpful
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J. Shire
5.0 out of 5 stars Worth reading
Reviewed in the United Kingdom on September 22, 2017
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5.0 out of 5 stars A phenomenal book.
Reviewed in the United Kingdom on November 29, 2015
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Kindle Customer
1.0 out of 5 stars Nothing of substance in this book other than be nice to people and they are more likely to cooperate ...
Reviewed in the United Kingdom on October 3, 2017
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