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Beyond Reason: Using Emotions as You Negotiate
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Beyond Reason: Using Emotions as You Negotiate Paperback - 2006 - 1st Edition

by Roger Fisher; Daniel Shapiro

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The author of "Getting to Yes" teams with Harvard psychologist Daniel Shapiro to show readers how to use emotions to turn a disagreement--big or small, professional or personal--into an opportunity for mutual gain.

Summary

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. In Beyond Reason, they show readers how to use emotions to turn a disagreement-big or small, professional or personal-into an opportunity for mutual gain.

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From the publisher

"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

- 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.

First line

A prospective customer threatens to back out of an agreement just before the final document is signed.

Details

  • Title Beyond Reason: Using Emotions as You Negotiate
  • Author Roger Fisher; Daniel Shapiro
  • Binding Paperback
  • Edition number 1st
  • Edition 1
  • Pages 256
  • Volumes 1
  • Language ENG
  • Publisher Penguin Books, U.S.A.
  • Publication date 2006-10-01
  • Illustrated Yes
  • Features Glossary, Illustrated, Price on Product - Canadian, Table of Contents
  • ISBN 9780143037781 / 0143037781
  • Weight 0.4 lbs (0.18 kg)
  • Dimensions 8.08 x 5.16 x 0.48 in (20.52 x 13.11 x 1.22 cm)
  • Age range 18 to UP years
  • Grade levels 13 - UP
  • Category Business / Economics / Finance
  • Library of Congress subjects Emotions, Communication
  • Library of Congress Catalogue Number 2005042274
  • Dewey Decimal Code 158.5

Media reviews

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)

About the author

Roger Fisher is the Samuel Williston Professor of Law Emeritus, Director of the Harvard Negotiation Project, and the founder of two consulting organizations devoted to strategic advice and negotiation training.

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.

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Beyond Reason: Using Emotions as You Negotiate
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Beyond Reason: Using Emotions as You Negotiate

by Roger Fisher, Daniel Shapiro

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ISBN 10 / ISBN 13
9780143037781 / 0143037781
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Beyond Reason: Using Emotions as You Negotiate
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Beyond Reason: Using Emotions as You Negotiate

by Fisher, Roger, Shapiro, Daniel

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ISBN 10 / ISBN 13
9780143037781 / 0143037781
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Beyond Reason: Using Emotions as You Negotiate
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Beyond Reason: Using Emotions as You Negotiate

by Fisher, Roger, Shapiro, Daniel

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ISBN 10 / ISBN 13
9780143037781 / 0143037781
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Beyond Reason: Using Emotions as You Negotiate

by Fisher, Roger; Shapiro, Daniel

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Beyond Reason: Using Emotions as You Negotiate
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Beyond Reason: Using Emotions as You Negotiate

by Fisher, Roger; Shapiro, Daniel

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Very good
Edition
1
ISBN 10 / ISBN 13
9780143037781 / 0143037781
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Beyond Reason: Using Emotions as You Negotiate

by Fisher, Roger; Shapiro, Daniel

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Beyond Reason : Using Emotions As You Negotiate

Beyond Reason : Using Emotions As You Negotiate

by Daniel Shapiro; Roger Fisher

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Beyond Reason : Using Emotions as You Negotiate
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Beyond Reason : Using Emotions as You Negotiate

by Fisher, Roger, Shapiro, Daniel

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ISBN 10 / ISBN 13
9780143037781 / 0143037781
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Beyond Reason : Using Emotions as You Negotiate
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Beyond Reason : Using Emotions as You Negotiate

by Fisher, Roger, Shapiro, Daniel

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ISBN 10 / ISBN 13
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Beyond Reason: Using Emotions as You Negotiate
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Beyond Reason: Using Emotions as You Negotiate

by Fisher, Roger

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  • Paperback
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Paperback
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9780143037781 / 0143037781
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