Items related to Beyond Reason: Using Emotions as You Negotiate
Synopsis
Co-authored by the writer of Getting to Yes and a Harvard psychologist, a guide to understanding how emotions can be used as a tool during a negotiating process explains how readers can interact more productively by getting in touch with feelings and by setting a positive tone. 150,000 first printing.
"synopsis" may belong to another edition of this title.
About the Author
Roger Fisher is the Samuel Williston Professor of Law Emeritus, Director of the Harvard Negotiation Project, and the founder of two consulting organizations devoted to strategic advice and negotiation training.
Daniel Shapiro, Associate Director of the Harvard Negotiation Project, teaches negotiation at Harvard Law School and in the psychiatry department at Harvard Medical School/McLean Hospital.
Reviews
Starred Review. Masters of diplomacy, Fisher and Shapiro, of the Harvard Negotiation Project, build on Fisher's bestseller (he co-authored Getting to YES) with this instructive, clearly written book that addresses the emotions and relationships inevitably involved in negotiation. Identifying five core concerns that stimulate emotion—appreciation, affiliation, autonomy, status and role—the authors explain how to control and leverage your own and others' emotions for better end-results. They enliven the book with detailed examples of commonly faced situations—from dealing with colleagues to understanding one's spouse—and with anecdotes of high-level negotiations regarding critical matters of state (e.g., Fisher's conversation with the head of Iran's Islamic Republican Party when U.S. embassy in Teheran was seized in 1979). Fisher and Shapiro play out each situation, often toward an unsatisfactory conclusion, and then carefully analyze the negotiation and rewind it according to their behavioral framework for more favorable resolutions. Take the initiative and understand the five core concerns, they suggest, offering practical advice on understanding another's point of view, building connections, joint brainstorming, tempering strong emotions and defining an empowering temporary role. Baffled spouses, struggling middle managers and heads of state might take a cue from the convincing strategy laid out by these savvy experts. (Oct.)
Copyright © Reed Business Information, a division of Reed Elsevier Inc. All rights reserved.
"About this title" may belong to another edition of this title.
Buy New
View this item
US$ 60.67
US$ 13.45 shipping from United Kingdom to U.S.A.
Destination, rates & speedsSearch results for Beyond Reason: Using Emotions as You Negotiate
Seller Image
Beyond Reason: Using Emotions as You Negotiate
Seller: Greenworld Books, Arlington, TX, U.S.A.
Seller rating 2 out of 5 stars
Condition: good. Fast Shipping - Good and clean conditions used book. Pages and cover are intact. Limited notes marks and highlighting may be present. May show signs of normal shelf wear and bends on edges. Item may be missing CDs or access codes. May include library marks. Seller Inventory # GWV.0670034509.G
Quantity: 1 available
Stock Image
Beyond Reason: Using Emotions
Seller: SecondSale, Montgomery, IL, U.S.A.
Seller rating 4 out of 5 stars
Condition: Very Good. Item in good condition. Textbooks may not include supplemental items i.e. CDs, access codes etc. Seller Inventory # 00045226909
Quantity: 1 available
Stock Image
Beyond Reason: Using Emotions
Seller: SecondSale, Montgomery, IL, U.S.A.
Seller rating 4 out of 5 stars
Condition: Good. Item in good condition. Textbooks may not include supplemental items i.e. CDs, access codes etc. Seller Inventory # 00046520128
Quantity: 11 available
Stock Image
Beyond Reason: Using Emotions as You Negotiate
Seller: More Than Words, Waltham, MA, U.S.A.
Seller rating 5 out of 5 stars
Condition: Good. . Good. All orders guaranteed and ship within 24 hours. Before placing your order for please contact us for confirmation on the book's binding. Check out our other listings to add to your order for discounted shipping. Seller Inventory # WAL-D-6e-001488
Quantity: 1 available
Stock Image
Beyond Reason: Using Emotions as You Negotiate
Seller: Wonder Book, Frederick, MD, U.S.A.
Seller rating 5 out of 5 stars
Condition: Very Good. Very Good condition. Good dust jacket. A copy that may have a few cosmetic defects. May also contain light spine creasing or a few markings such as an owner's name, short gifter's inscription or light stamp. Bundled media such as CDs, DVDs, floppy disks or access codes may not be included. Seller Inventory # E07G-01056
Quantity: 1 available
Stock Image
Beyond Reason: Using Emotions as You Negotiate
Seller: Wonder Book, Frederick, MD, U.S.A.
Seller rating 5 out of 5 stars
Condition: Good. Good condition. Good dust jacket. A copy that has been read but remains intact. May contain markings such as bookplates, stamps, limited notes and highlighting, or a few light stains. Seller Inventory # V20E-02102
Quantity: 1 available
Stock Image
Beyond Reason: Using Emotions as You Negotiate
Seller: Wonder Book, Frederick, MD, U.S.A.
Seller rating 5 out of 5 stars
Condition: Very Good. Very Good condition. Very Good dust jacket. A copy that may have a few cosmetic defects. May also contain light spine creasing or a few markings such as an owner's name, short gifter's inscription or light stamp. Seller Inventory # R13C-04091
Quantity: 2 available
Stock Image
Beyond Reason: Using Emotions as You Negotiate
Seller: Wonder Book, Frederick, MD, U.S.A.
Seller rating 5 out of 5 stars
Condition: As New. Like New condition. Like New dust jacket. A near perfect copy that may have very minor cosmetic defects. Seller Inventory # L01C-02751
Quantity: 1 available
Stock Image
Beyond Reason: Using Emotions as You Negotiate
Seller: Goodwill, Brooklyn Park, MN, U.S.A.
Seller rating 5 out of 5 stars
Condition: Good. Corners are bent. Stains on outside cover/inside the book. There are tears on paperback. Cover/Case has some rubbing and edgewear. Access codes, CDs, slipcovers and other accessories may not be included. Seller Inventory # 2Y6RUU004S1Y_ns
Quantity: 1 available
Stock Image
Beyond Reason : Using Emotions as You Negotiate
Published by
Penguin Publishing Group, 2005
ISBN 10: 0670034509
ISBN 13: 9780670034505
Used
Hardcover
Seller: Better World Books, Mishawaka, IN, U.S.A.
Seller rating 5 out of 5 stars
Condition: Good. Former library book; may include library markings. Used book that is in clean, average condition without any missing pages. Seller Inventory # 2403784-20
Quantity: 1 available