Beyond reason : using emotions as you negotiate /
Fisher, Roger, 1922-2012.
Beyond reason : using emotions as you negotiate / Roger Fisher and Daniel Shapiro. - New York ; London : Penguin, 2006. - xii, 244 p. ; 21 cm.
Originally published: New York: Viking, 2005. First published in the United States of America by Viking Penguin, 2005. Get what you want. Improve your relationships--Cover.
Includes bibliographical references.
The big picture: Emotions are powerful, always present, and hard to handle -- Address the concern, not the emotion -- Take the initiative: Express appreciation -- Build affiliation: turn an adversary into a colleague -- Respect autonomy -- Acknowledge status -- Choose a fulfilling role -- On strong negative emotions -- Be prepared on process, substance, and emotion -- On using these ideas in the real world / Jamil Mahuad, former President of Ecuador -- Seven elements of negotiation.
Provides an understanding on how emotions affect negotiations and how they can be used as a tool. This book sheds light on five core emotional concerns felt during any interaction and shows how to generate positive emotions in others and in yourself.
9780143037781 (pbk.) : No price 9780143037781 (pbk.)
2005042274
Negotiation.
Emotions.
Negotiating
Communication
Psychology.
BF637.N4 / F55 2006
302.3 FIS
Beyond reason : using emotions as you negotiate / Roger Fisher and Daniel Shapiro. - New York ; London : Penguin, 2006. - xii, 244 p. ; 21 cm.
Originally published: New York: Viking, 2005. First published in the United States of America by Viking Penguin, 2005. Get what you want. Improve your relationships--Cover.
Includes bibliographical references.
The big picture: Emotions are powerful, always present, and hard to handle -- Address the concern, not the emotion -- Take the initiative: Express appreciation -- Build affiliation: turn an adversary into a colleague -- Respect autonomy -- Acknowledge status -- Choose a fulfilling role -- On strong negative emotions -- Be prepared on process, substance, and emotion -- On using these ideas in the real world / Jamil Mahuad, former President of Ecuador -- Seven elements of negotiation.
Provides an understanding on how emotions affect negotiations and how they can be used as a tool. This book sheds light on five core emotional concerns felt during any interaction and shows how to generate positive emotions in others and in yourself.
9780143037781 (pbk.) : No price 9780143037781 (pbk.)
2005042274
Negotiation.
Emotions.
Negotiating
Communication
Psychology.
BF637.N4 / F55 2006
302.3 FIS