Beyond Reason: Using Emotions as You Negotiate Audible Audiobook – Abridged
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Audible Audiobook, Abridged
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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.
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|Listening Length||6 hours|
|Author||Roger Fisher, Daniel Shapiro|
|Narrator||Roger Fisher, Daniel Shapiro|
|Audible.ca Release Date||November 15 2005|
|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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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...
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
V End matter
Seven elements of negotiation
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.