Summary of Beyond Reason
Using Emotions As You Negotiate
Copyright © Roger Fisher and Daniel L. Shapiro, 2005
Used by arrangement with Penguin Group (U.S.A.), Inc.
Use your head when you negotiate – but if you bring your heart to the table as well, you’ll negotiate even better.
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.
In this summary, you will learn
- What role emotions play in negotiation;
- What framework to use to understand emotions; and
- Which negotiating tools help you take advantage of participants’ emotions.
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.
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