Beyond Reason: Using Emotions as You Negotiate

  • 6h 24s
  • Daniel Shapiro, Roger Fisher
  • Random House
  • 2005

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 and author of Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged Conflicts. In Beyond Reason, Fisher and Shapiro show readers how to use emotions to turn a disagreement-big or small, professional or personal-into an opportunity for mutual gain.

In this Audiobook

  • Express Appreciation Find Merit in What Others Think, Feel, or Do—and Show It
  • Build Affiliation Turn an Adversary into a Colleague
  • Respect Autonomy Expand Yours (and Don't Impinge upon Theirs)
  • Acknowledge Status Recognize High Standing Wherever Deserved
  • Choose a Fulfilling Role and Select the Activities Within It
  • On Strong Negative Emotions They Happen. Be Ready.
  • On Being Prepared Prepare on Process, Substance, and Emotion
  • On Using These Ideas in the “Real World” A Personal Account by Jamil Mahuad, Former President of Ecuador


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