Roger Fisher and Daniel Shapiro will be discussing ideas from their new book, Beyond Reason: Using Emotions as You Negotiate (Viking, 2005). The book has benefited from the thinking of many people, including participants of previous DRF Forums. During their talk, Fisher and Shapiro will offer practical ideas to help negotiators deal with emotions –- their own and those of others. The talk will explore the challenges of dealing with emotions during a negotiation and will offer an alternative approach. The authors will describe five “core concerns” that negotiators can use to understand the emotional dimension and to stimulate helpful emotions.
Roger Fisher, co-founder of PON, is the Samuel Williston Professor Emeritus of Law at Harvard Law School and director of the Harvard Negotiation Project. He is the author of numerous books, including the classic Getting to YES: Negotiating Agreement Without Giving In. Dr. Fisher has taught and advised corporate executives, labor leaders, attorneys, diplomats, and military and government officials on settlement and negotiation strategy. In recent years he has conducted negotiation seminars in Bonn, Moscow, Stockholm, Paris, London, Milan, San Salvador, Bogota, Mexico City, and the Republic of South Africa.
Daniel Shapiro , Ph.D., associate director of the Harvard Negotiation Project, is on the faculty at Harvard Law School and in the psychiatry department at Harvard Medical School. He developed a conflict management program that extends across 25 countries in Eastern and Central Europe, and he recently established the “International Negotiation Initiative” (INI) — based at the Harvard Negotiation Project and affiliated with the psychiatry department at Harvard Medical School/McLean Hospital. INI works to reduce identity-based conflict, especially where ethnopolitical, religious, or social violence is present or imminent.
Please RSVP to Kim Wright, firstname.lastname@example.org, or by fax to (617) 495-7818.