Beyond reason : using emotions as you negotiate / Roger Fisher and Daniel Shapiro.
Material type: TextPublication details: New York ; London : Penguin, 2006.Description: xii, 244 p. ; 21 cmISBN:- 9780143037781 (pbk.) :
- 9780143037781 (pbk.)
- 302.3 FIS
- BF637.N4 F55 2006
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.