Beyond Reason: Using Emotions as You Negotiate

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Beyond Reason: Using Emotions as You Negotiate
by Roger Fisher, Daniel Shapiro
from Penguin (Non-Classics)

Customer Reviews:

• Avg. Customer Rating: 4.5 / 5.0

• Excellent!
  Used this as research for our call centre staff when dealing with difficult situations/negotiating. Excellent resource - combines theory with practical.
  Highly recommend it.

• Using your emotions positively
  As the title suggests, the authors Roger Fisher and Daniel Shapiro set out to show how to manage emotions during a negotiation - both yours and the other party's. Fisher is the co-author of the best selling book on negotiation, "Getting To Yes" and the similar style is evident here - simple concepts with plenty of real case scenarios to illustrate.
  The book is in five parts, but it's part two that has all the guts of their concept. The five chapters in this section outline the author's key negotiating... more info

• Excellent Read - Using Emotions to Help Yourself as Well as Others
  This book illustrates effectively how emotions can be used in the communications process between yourself and others for a positive result. We have always been taught that emotions should be kept out of communication -- that it is a bad thing, but this book uses charts and conversation examples to show that that isn't the case. An excellent, easy to read book that helps the reader and teaches them to be a better communicator with better skills for negotiation.

• Guidebook for using emotions in negotiation
  Far too many books treat negotiation as a rational process, as if the parties involved are calculating machines (or close to it). Authors Roger Fisher and Daniel Shapiro show that is not the case. They explain how emotions affect negotiating, and provide tools based on five core emotional concerns for dealing with powerful feelings at the negotiating table. This slender book is clearly written, and the authors illustrate each point in their theoretical framework with examples from their extensive... more info

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