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Beyond Reason: Using Emotions as You…
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Beyond Reason: Using Emotions as You Negotiate (edição: 2006)

de Roger Fisher (Autor)

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303465,098 (3.79)2
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.… (mais)
Membro:MFEB
Título:Beyond Reason: Using Emotions as You Negotiate
Autores:Roger Fisher (Autor)
Informação:Penguin Books (2006), Edition: 1, 256 pages
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Beyond Reason: Using Emotions as You Negotiate de Roger Fisher (Author)

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Exibindo 4 de 4
Clearly written and engaging, with advice that's useful for daily relationships as well as international diplomacy or labor-management negotiations. Experts might find it too simplistic, but being a non-expert I appreciate the easy-to-understand explanations. ( )
  bostonian71 | Feb 15, 2013 |
Excellent analysis of the role emotion plays during the negotiation process. The book flows well covering 5 core concerns that affect emotion(Appreciation, Affiliation, Autonomy, Status, Role) He uses impressive real world examples that make sense. Loved the example where a man in a bar was looking for a fight with him. He changed the person’s mood from anger to pride and reduced tension by asking the person for their expert opinion on how to handle a situation like this. ( )
  GShuk | Jun 12, 2010 |
An interesting, but lacking book. The two authors give common sense advice on how to handle negotiations and the emotions that result from negotiations. At face value, this seems useful and any new insight into this realm should be helpful. However, while they are able to describe what emotions arise and how they hurt negotiations, I found their recommendations limited to either traditional responses (e.g. take a break to cool off) or nothing that a little common sense could derive (e.g. put yourself in their shoes to see what emotions you could invoke in them). A good topic to discuss, but I was looking for something deeper than was presented. I'm not sure who would even find this discussion useful--unless s/he never participated in a negotiation before. ( )
  chellinsky | Dec 5, 2007 |
Exibindo 4 de 4
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Nome do autorFunçãoTipo de autorObra?Status
Fisher, RogerAutorautor principaltodas as ediçõesconfirmado
Shapiro, DanielAutorautor principaltodas as ediçõesconfirmado
Shapiro, DanielAutorautor principaltodas as ediçõesconfirmado
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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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