Beyond Reason: Using Emotions as You Negotiate Audible Audiobook – Abridged

Roger Fisher (Narrator, Author), Daniel Shapiro (Narrator, Author), Penguin Audio (Publisher)

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Emotions matter. Whether negotiating with an angry boss or an outraged teenager, emotions can derail you. Properly treated, however, they can help you achieve the results you want. This audiobook shows you how.

In Beyond Reason, you will discover five "core concerns" that motivate people: appreciation, affiliation, autonomy, status, and role. You will learn how to use these core concerns to generate helpful emotions in yourself and in others. Armed with this knowledge, you can gauge the needs of another negotiator, set the emotional tone of discussion, and reach a mutually acceptable agreement.

Beyond Reason clarifies the complicated "fuzzy" world of emotions and offers straightforward, practical advice. It builds on previous work of the Harvard Negotiation Project, the group that brought you the groundbreaking book Getting to YES. Now, in Beyond Reason, world renowned negotiator Roger Fisher teams up with psychologist Daniel Shapiro, expert on the emotional dimension of negotiation. They show you how to employ emotions to turn a disagreement, big or small, professional or personal, into an opportunity for mutual gain.

Fresh, insightful, and relevant to any interaction, Beyond Reason is certain to become a lasting classic for dealing with anyone from family and friends to colleagues, customers, and employees.

Listening Length

6 hours
Author

Roger Fisher, see all
Narrator

Roger Fisher, see all
Audible release date

Nov. 15 2005
Language

English
Publisher

Penguin Audio
ASIN

B071FR8HYL
Version

Abridged
Program Type

Audiobook
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Product details

Listening Length	6 hours
Author	Roger Fisher, Daniel Shapiro
Narrator	Roger Fisher, Daniel Shapiro
Audible.ca Release Date	November 15 2005
Publisher	Penguin Audio
Program Type	Audiobook
Version	Abridged
Language	English
ASIN	B071FR8HYL
Best Sellers Rank	#69,830 in Audible Books & Originals (See Top 100 in Audible Books & Originals) #1,812 in Career Guides (Books) #2,764 in Management & Leadership (Audible Books & Originals)

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3 star		7%
2 star		2%
1 star		3%

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Top reviews from Canada

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Monica Cardozo

Great book and really highlights the importance of having good ...

Reviewed in Canada on March 21, 2018

Verified Purchase

Great book and really highlights the importance of having good communication with others. The authors talk about what is at play and you would be amazed at how many personal and work situations you can apply the teachings to. Happy to have read this book!

Helpful

Amazon Customer

One Star

Reviewed in Canada on January 19, 2018

Verified Purchase

This arrived with damage to the book even though it is supposed to be new. Not very impressed.

Helpful

Rosa Ventura

Read it. it will help you

Reviewed in Canada on February 15, 2018

A great book that distills important insights in the power of managing and using core concepts. Highly recommended for anyone who deals with negotiations at personal and business levels

Helpful

Top reviews from other countries

Caufrier Frederic

Added value

Reviewed in the United Kingdom on March 23, 2012

Verified Purchase

If interested in negotiation you will find this book to be of added value as many books on negotiation cover only the rational aspects of negotiation. This book follows the Harvard Program on Negotiation (PON) school of thought of going for win-win interactions.

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

3 people found this helpful

Adil Hussain

Highly recommend practical guide with lots of good real-life examples

Reviewed in the United Kingdom on December 27, 2007

Verified Purchase

Good practical guide to make you think about the way you communicate with others, whether they are a family member, work colleague or complete stranger, and not just in a strict negotiation setting as the title may wrongly suggest. It must be said, the book is not about manipulating emotions, our own or those of others, but rather it provides an advice on how we can positively work with our emotions to reach agreement. The authors distinguish and focus on five 'core concerns' that motivate people: appreciation, affiliation, autonomy, status and a fulfilling role. I am pretty sure each will strike a chord with you to some extent and cause you to re-assess the way you interact with others. It certainly did so for me.

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.

3 people found this helpful

J. Shire

Worth reading

Reviewed in the United Kingdom on September 22, 2017

Verified Purchase

My original copy disappeared mysteriouslyafter I mentioned to someone how much I liked it! Nice to have a copy again; I particularly relate to the concepts explored, appreciation (seems this is often in short suppy), respecting autonomy and thr role of acknowledgement in relationships whether personal or in the work setting.

A phenomenal book.

Reviewed in the United Kingdom on November 29, 2015

Verified Purchase

I can't express my admiration to the author. Thank you for a great job. A loads of fantastic advice and insights to use. Simply love it.

Kindle Customer

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

Verified Purchase

Nothing of substance in this book other than be nice to people and they are more likely to cooperate with you.

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Beyond Reason: Using Emotions as You Negotiate Audible Audiobook – Abridged

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