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Beyond reason : using emotions as you negotiate / Roger Fisher and Daniel Shapiro.

By: Contributor(s): Material type: TextTextPublication details: New York ; London : Penguin, 2006.Description: xii, 244 p. ; 21 cmISBN:
  • 9780143037781 (pbk.) :
  • 9780143037781 (pbk.)
Subject(s): DDC classification:
  • 302.3 FIS
LOC classification:
  • BF637.N4 F55 2006
Contents:
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.
Summary: 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.
Holdings
Item type Current library Call number Copy number Status Date due Barcode
Long Loan TUS: Midlands, Main Library Athlone General Lending 302.3 FIS (Browse shelf(Opens below)) 1 Available 219035

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.

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