Beyond Reason: Book summary and reviews of Beyond Reason by Roger Fisher and Daniel Shapiro

Beyond Reason

Using Emotions as You Negotiate

by Roger Fisher and Daniel Shapiro

Beyond Reason
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  • Published in USA  Oct 2005
    256 pages
    Genre: Advice

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Book Summary

Whether you are negotiating a business contract or curfew with your teenager, emotions can get you in trouble. They also can help you get what you want. This book shows you how. Telling a negotiator 'Don't get emotional' is nonsense. We all have emotions of some kind—all the time—and these emotions deeply inform both what we want and how we go about getting it. In Getting to Yes, master negotiator Roger Fisher helped readers understand the mechanics of everyday agreements and how to reach them while preserving respect and self-worth. Now, in Beyond Reason, he and psychologist Daniel Shapiro share their expertise in understanding how emotions affect negotiations and, more importantly, how they can be used as a tool.

'Baffled spouses, struggling middle managers and heads of state might take a cue from the convincing strategy laid out by these savvy experts' - PW.

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