Beyond Reason : Using Emotions as You Negotiate,9780143037781

Beyond Reason : Using Emotions as You Negotiate

by ;
Edition: 1st
ISBN13: 9780143037781
ISBN10: 0143037781
Format: Paperback
Pub. Date: 2006-09-26
Publisher(s): Penguin (Non-Classics)
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Summary

In Getting to Yes, renowned educator and negotiator Roger Fisher presented a universally applicable method for effectively negotiating personal and professional disputes. Building on his work as director of the Harvard Negotiation Project, Fisher now teams with Harvard psychologist Daniel Shapiro, an expert on the emotional dimension of negotiation. In Beyond Reason, they show readers how to use emotions to turn a disagreement—big or small, professional or personal—into an opportunity for mutual gain.

Author Biography

Roger Fisher is the Samuel Williston Professor Emeritus of Law at Harvard, director of the Harvard Negotiation Project, and founder of two consulting organizations.

Daniel Shapiro, associate director of the Harvard Negotiation Project, teaches at Harvard Law School and in the psychiatry department at Harvard Medical School.

Table of Contents

Introduction xi
I. THE BIG PICTURE
1. Emotions Are Powerful, Always Present, and Hard to Handle
3(12)
2. Address the Concern, Not the Emotion
15(10)
II. TAKE THE INITIATIVE
3. Express Appreciation
Find Merit in What Others Think, Feel, or Do and Show It
25(27)
4. Build Affiliation
Turn an Adversary into a Colleague
52(20)
5. Respect Autonomy
Expand Yours (and Don't Impinge upon Theirs)
72(22)
6. Acknowledge Status
Recognize High Standing Wherever Deserved
94(21)
7. Choose a Fulfilling Role
and Select the Activities Within It
115(28)
III. SOME ADDITIONAL ADVICE
8. On Strong Negative Emotions
They Happen. Be Ready.
143(26)
9. On Being Prepared
Prepare on Process, Substance, and Emotion
169(14)
10. On Using These Ideas in the "Real World"
A Personal Account by Jamil Mahuad, Former President of Ecuador
183(20)
IV. CONCLUSION 203(4)
V. END MATTER
Seven Elements of Negotiation
207(2)
Glossary
209(4)
Works Consulted
213(18)
Acknowledgments
231

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