Buying Options
Print List Price: | CDN$ 24.00 |
Kindle Price: | CDN$ 13.99 Save CDN$ 10.01 (42%) |
includes free international wireless delivery via Amazon Whispernet | |
Sold by: | Penguin Group USA This price was set by the publisher. |

Download the free Kindle app and start reading Kindle books instantly on your smartphone, tablet, or computer – no Kindle device required. Learn more
Read instantly on your browser with Kindle Cloud Reader.
Using your mobile phone camera, scan the code below and download the Kindle app.

![Beyond Reason: Using Emotions as You Negotiate by [Roger Fisher, Daniel Shapiro]](https://m.media-amazon.com/images/I/41Vw4kQESVL._SY346_.jpg)
Follow the Authors
OK
Beyond Reason: Using Emotions as You Negotiate Kindle Edition
Roger Fisher (Author) Find all the books, read about the author and more. See search results for this author |
Daniel Shapiro (Author) Find all the books, read about the author and more. See search results for this author |
Amazon Price | New from | Used from |
Audible Audiobook, Abridged
"Please retry" |
$0.00
| Free with your Audible trial |
Paperback, Illustrated
"Please retry" | $16.02 | $9.64 |
Audio CD, Abridged, Audiobook
"Please retry" |
—
| $168.99 | $63.64 |
• Winner of the Outstanding Book Award for Excellence in Conflict Resolution from the International Institute for Conflict Prevention and Resolution •
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 and author of Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged Conflicts. In Beyond Reason, Fisher and Shapiro show readers how to use emotions to turn a disagreement-big or small, professional or personal-into an opportunity for mutual gain.
- LanguageEnglish
- PublisherPenguin Books
- Publication dateOct. 6 2005
- Reading age18 years and up
- File size2303 KB
Product description
From Publishers Weekly
Copyright © Reed Business Information, a division of Reed Elsevier Inc. All rights reserved. --This text refers to an alternate kindle_edition edition.
From AudioFile
About the Author
Daniel Shapiro, Associate Director of the Harvard Negotiation Project, teaches negotiation at Harvard Law School and in the psychiatry department at Harvard Medical School/McLean Hospital.
--This text refers to an alternate kindle_edition edition.Review
“Written in the same remarkable vein as Getting to Yes, this book is a masterpiece.”
—Dr. Steven R. Covey, author of The 7 Habits of Highly Effective People
“Powerful, practical advice. It will put your emotions to good use.”
—Archbishop Desmond Tutu
“A must read for anyone who negotiates—which is to say for all of us.”
—Elena Kagan, Associate Justice of the Supreme Court of the United States; former dean of Harvard Law School; and former associate counsel to the president
“A brilliant guide . . . Anyone who faces a difficult conversation, let alone a formal negotiation, can use this as a guidebook.”
—Daniel Goleman, author of Emotional Intelligence
“Destined to take its place alongside Getting to Yes on innumerable bookshelves around the world.”
—Howard Gardner, Harvard University
“An indispensable real-world guide for anyone. Roger Fisher and Daniel Shapiro have brilliantly detailed a methodical system for moving emotions in a constructive direction. The NYPD Hostage Negotiation Team faces some of the most high-stakes decisions every day. We regularly apply the skills of Beyond Reason to create the straightforward dialogue that resolves the vast majority of our hostage negotiations.”
—Lt. Jack J. Cambria, commanding officer, NYPD Hostage Negotiation Team
“As the prosecutor of the International Criminal Court, I have to apply law to the world's most serious crimes. A real challenge is how to deal with people's emotions and to maximize the constructive impact of our work. Beyond Reason provides essential tools to understand how to develop solutions to even the most serious problem.”
—Luis Moreno-Ocampo, chief prosecutor, International Criminal Court
“The perfect follow-up to Getting to YES . . . The book is both profound and easy to read, based on a wide range of research and firsthand experience in negotation. There is no interaction setting—public, professional, or personal, local, or international—where its recommendations will not be applicable.”
—Elise Boudling, Dartmouth College
“Beyond Reason is exactly what we need now: a lucid, systematic approach to dealing with emotions, infused with a practical wisdom that will help you understand, enrich, and improve all your negotiations—and all your relations with fellow human beings.”
—Leonard L. Riskin, director, Center for the Study of Dispute Resolution, University of Missouri-Columbia
“The resurgence of interest in emotions has broadened the impact of research on brain and behavior. Beyond Reason takes this to a new level, showing how emotions can positively and negatively affect the way managers and other negotiators approach their goals.”
—Joseph LeDoux, author of Anxious, The Emotional Brain, and Synaptic Self
“Masters of diplomacy, Fisher and Shapiro of the Harvard Negotiation Project, build on Fisher's bestseller (he coauthored Getting to YES) with this instructive, clearly written book that addresses the emotions and relationships inevitably involved in negotiation.”
—Publishers Weekly (starred review)
“This is one of those unusual works that is so carefully constructed and written that you may find yourself praising its common sense and nodding easily in concurrence. . . . It is a book to reflect upon and that belongs on every negotiator's reference shelf.”
—The Negotiator Magazine
“In this valuable, clearly written book, the authors say good negotiations—in business as well as in personal or family situations—hinge on respect for others, but also respect for your own feelings.”
—USA Today
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
- Best Sellers Rank: #265,765 in Kindle Store (See Top 100 in Kindle Store)
- #73 in Negotiating Skills (Kindle Store)
- #74 in Professional & Technical Negotiating
- #297 in Negotiating
- Customer Reviews:
About the authors
Roger Fisher teaches negotiation at Harvard Law School. He frequently appears on television as a negotiations expert and is the director of the Harvard Negotiation Project.
Daniel L. Shapiro is an internationally renowned expert on conflict resolution. Named one of Harvard’s top 15 professors by the Harvard Crimson, he founded and directs the Harvard International Negotiation Program, and regularly advises everyone from hostage negotiators to families in crisis, disputing CEOs to clashing heads of state. His greatest learning has come from negotiating with three of the world's toughest bargainers: his three young boys.
Customers who viewed this item also viewed
Customer reviews

Top reviews from Canada
There was a problem filtering reviews right now. Please try again later.

By Amazon Customer on January 19, 2018

Top reviews from other countries

Emotions do happen and this book covers nicely possible approaches in dealing with this important element (while keeping full respect for yourself and for the other party at the negotiation table).
The 5 key points covered here (express appreciation, build affiliation, respect autonomy, acknowledge status and role) are very handy to know and to apply whether you are negotiating, building a (business) relationship or dealing with customers at all levels (business development, consulting, sales, contract negotiation, complaint handling, problem solving,...).
If interested in negotiation I would suggest reading additional material as this book only deals with the emotional aspects. I would certainly suggest Beyond winning, Getting to Yes, Getting past No, Negotiation Genius, 3D Negotiation, Hostage at the table, or any negotiation course at Harvard Law School - the Program on Negotiation (PON).
A great read...
Contents:
I The Big Picture
1. Emotions are powerful, always present, and hard to handle
2. Address the concern, not the emotion
II Take the initiative
3. Express appreciation - Find merit in what others think, feel or do and show it
4. Build Affiliation - Turn an adversary into a colleague
5. Respect autonomy - Expand yours (and don't impinge upon theirs)
6. Acknowledge status - Recognize high standing wherever deserved
7. Choose a fulfilling role - and select the activities within in
III Some additional advice
8. On strong negative emotions - They happen. Be ready.
9. On being prepared - Prepare on process, substance, and emotion
10. On using these ideas in the `Real world' - A personal account by Jamil Mahuad, former president of Ecuador
IV Conclusion
V End matter
Seven elements of negotiation
Glossary
Works consulted
Acknowledgements
Analytical table of contents
About the authors

A great read with lots of real-life examples that you will easily be able to relate to with your own experiences. Indeed, if you are one of those people who are always looking to do a bit of introspection and improve your character, then I cannot recommend this book for you enough.


