Beyond Reason

Using Emotions As You Negotiate

by Roger Fisher and Daniel Shapiro

		Publisher: Copyright © Roger Fisher and Daniel L. Shapiro, 2005 Used by arrangement with Penguin Group (U.S.A.), Inc. This Edition: Paperback, 2006 First Edition: 2005 ISBN: 9780143037781 No. pages: 256 Category: Career & Self-Development

In this summary you will learn

What role emotions play in negotiation
What framework to use to understand emotions
Which negotiating tools help you take advantage of participants’ emotions

Why you should read Beyond Reason

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 experience. The result is an immediately applicable book that provides a host of practical tips. getAbstract recommends it to anyone who negotiates...and that means just about everyone.

About the Authors

Roger Fisher is director of the Harvard Negotiation Project, co-author of Getting to YES, and an experienced negotiator. Daniel L. Shapiro, associate director of the Harvard Negotiation Project, is on the faculty at Harvard Law School.

Rating (what is this?)

Overall		(9)
Applicability		(9)
Innovation		(8)
Style		(8)

Level of Expertise (what is this?)

Level

(3)

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