Wilmington Memorial Library

Beyond reason, using emotions as you negotiate, Roger Fisher and Daniel Shapiro

eng

Includes bibliographical references

illustrations

no index present

non fiction

Beyond reason

bibliography

74670610

Roger Fisher and Daniel Shapiro

using emotions as you negotiate

From the seasoned negotiator who brought us Getting to Yes--a guide to using emotions to benefit you and others. Whether you are negotiating a business contract or curfew with your teenager, emotions can get you in trouble. They also can help you get what you want. This book shows you how. 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 his Getting to Yes, master negotiator Fisher helped readers understand the mechanics of everyday agreements and how to reach them while preserving respect and self-worth. In this book, he and psychologist Shapiro share their expertise in understanding how emotions affect negotiations and, more importantly, how they can be used as a tool.--From publisher description

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