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Beyond reason : using emotions as you negotiate

Author: Roger Fisher; Daniel Shapiro
Publisher: New York : Penguin Books, 2006 ©2005
Edition/Format:   Print book : EnglishView all editions and formats
Summary:
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  Read more...
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Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: Roger Fisher; Daniel Shapiro
ISBN: 0143037781 9780143037781 0670034509 9780670034505
OCLC Number: 74670610
Notes: Originally published in the United States of America by Viking Penguin, 2005.
"Get what you want. Improve your relationships"--Cover.
Description: xii, 244 pages ; 21 cm
Contents: 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: expand yours (and don't impinge upon theirs --
Acknowledge status : recognize high standing wherever deserved --
Choose a fulfilling role : and select the activities within it --
Some additional advice --
On strong negative emotions : they happen, be ready --
On being prepared : prepare on process, substance, and emotion --
On using these ideas in the real world : a personal account / Jamil Mahuad, former President of Ecuador --
Seven elements of negotiation.
Responsibility: Roger Fisher and Daniel Shapiro.

Abstract:

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.

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