TY  - BOOK
AU  - Fisher, Roger
AU  - Shapiro, Daniel
TI  - Beyond reason: : using emotions as you negotiate
SN  - 9780143037781
AV  - BF637.N4 F55 2005
PY  - 2005///
CY  - New York, NY
PB  - Penguin Books
KW  - Negotiation
KW  - Emotions
KW  - Bibliography B3 ELEC - Communicating for Influence
N1  - Includes bibliographical references; The big picture — Take the initiative — Some additional advice; Bibliography from B3 Elective: Communication for influence
N2  - Telling a negotiator: Don’t get emotional, is nonsense. We all have emotions of some kind, all the time, and these emotions deeply inform both what we want and how we go about getting it. In Getting to Yes, master negotiator Roger Fisher helped readers understand the mechanics of everyday agreements and how to reach them while preserving respect and self-worth. Now, in Beyond Reason, he and psychologist Daniel Shapiro share their expertise in understanding how emotions affect negotiations and, more importantly, how they can be used as a tool.

Beyond Reason sheds light on five core emotional concerns, we all feel during any interaction, whether between business partners or spouses. Do you feel unappreciated? Alone? Put down? Trivialized? Your autonomy impinged? Awareness of these “core concerns” gives you power. Fisher and Shapiro show you how to use them to generate positive emotions in others and in yourself, allowing you to set the emotional tone and to get what you each want more easily. You will even know what matters most to people before meeting them. Fresh, insightful, and engaging, Beyond Reason is sure to be viewed as Fisher’s most important work since Getting to Yes
ER  -