Beyond Reason
Subtitle: Using Emotions as You Negotiate
Publisher: Penguin (Non-Classics)
Published: September 26, 2006
Language: eng
Number of pages: 256
ISBN-13: 9780143037781
First sentence: A prospective customer threatens to back out of an agreement just before the final document is signed.
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.