Beyond reason
Subtitle: using emotions as you negotiate
By: Roger Fisher and Daniel Shapiro
Contributors: Shapiro, Daniel, 1971-
Publisher: Viking
Published: 2005
Place of publication: New York
Language: eng
Number of pages: 246
ISBN-13: 9780670034505
Subjects: Negotiation; Verhandlungstechnik; Gefühlspsychologie; Emotions
Description: From the seasoned negotiator who brought us Getting to Yes--a guide to using emotions to benefit you and others. 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 his Getting to Yes, master negotiator Fisher helped readers understand the mechanics of everyday agreements and how to reach them while preserving respect and self-worth. In this book, he and psychologist Shapiro share their expertise in understanding how emotions affect negotiations and, more importantly, how they can be used as a tool.--From publisher description.
Notes: Includes bibliographical references.
Table of contents: title: The big picture: Emotions are powerful, always present, and hard to handle; title: Address the concern, not the emotion; title: Take the initiative: Express appreciation; title: Build affiliation; title: Respect autonomy; title: Acknowledge status; title: Choose a fulfilling role; title: Some additional advice: On strong negative emotions; title: On being prepared; title: On using these ideas in the "real world" / Jamil Mahuad.