Beyond reason : using emotions as you negotiate

Beyond reason Using emotions as you negotiate

Roger Fisher, 1922-

Book - 2005

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Subjects
Negotiation.
Emotions.
Published
New York : Viking 2005.
Language
English
Main Author
Roger Fisher, 1922- (-)
Other Authors
Daniel Shapiro, 1971- (-)
Physical Description
246 p.
ISBN
9780670034505
  • Introduction
  • I. The Big Picture
  • 1. Emotions Are Powerful, Always Present, and Hard to Handle
  • 2. Address the Concern, Not the Emotion
  • II. Take the Initiative
  • 3. Express Appreciation: Find Merit in What Others Think, Feel, or Do-and Show It
  • 4. Build Affiliation: Turn an Adversary into a Colleague
  • 5. Respect Autonomy: Expand Yours (and Don't Impinge upon Theirs)
  • 6. Acknowledge Status: Recognize High Standing Wherever Deserved
  • 7. Choose a Fulfilling Role: and Select the Activities Within It
  • III. Some Additional Advice
  • 8. On Strong Negative Emotions: They Happen. Be Ready
  • 9. On Being Prepared: Prepare on Process, Substance, and Emotion
  • 10. On Using These Ideas in the "Real World": A Personal Account by Jamil Mahuad, Former President of Ecuador
  • IV. Conclusion
  • V. End Matter
  • Seven Elements of Negotiation
  • Glossary
  • Works Consulted
  • Acknowledgments
  • Analytical Table of Contents
  • About the Authors
Review by Publisher's Weekly Review

Masters of diplomacy, Fisher and Shapiro, of the Harvard Negotiation Project, build on Fisher's bestseller (he co-authored Getting to YES) with this instructive, clearly written book that addresses the emotions and relationships inevitably involved in negotiation. Identifying five core concerns that stimulate emotion-appreciation, affiliation, autonomy, status and role-the authors explain how to control and leverage your own and others' emotions for better end-results. They enliven the book with detailed examples of commonly faced situations-from dealing with colleagues to understanding one's spouse-and with anecdotes of high-level negotiations regarding critical matters of state (e.g., Fisher's conversation with the head of Iran's Islamic Republican Party when U.S. embassy in Teheran was seized in 1979). Fisher and Shapiro play out each situation, often toward an unsatisfactory conclusion, and then carefully analyze the negotiation and rewind it according to their behavioral framework for more favorable resolutions. Take the initiative and understand the five core concerns, they suggest, offering practical advice on understanding another's point of view, building connections, joint brainstorming, tempering strong emotions and defining an empowering temporary role. Baffled spouses, struggling middle managers and heads of state might take a cue from the convincing strategy laid out by these savvy experts. (Oct.) (c) Copyright PWxyz, LLC. All rights reserved

(c) Copyright PWxyz, LLC. All rights reserved
Review by Library Journal Review

Fisher, whose Getting to Yes has sold three million copies, is joined by the associate director of the Harvard Negotiation Project in this account of how to use one's emotions to get to yes. (c) Copyright 2010. Library Journals LLC, a wholly owned subsidiary of Media Source, Inc. No redistribution permitted.

(c) Copyright Library Journals LLC, a wholly owned subsidiary of Media Source, Inc. No redistribution permitted.

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