Beyond Reason Using Emotions as You Negotiate

Roger Fisher and Daniel Shapiro

Winner of the 2005 CPR Award for Excellence in ADR (Outstanding Book Category). Practical and straightforward advice to use emotions to turn a professional or personal disagreement – big or small – into an opportunity for mutual gain.

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In Beyond Reason, world-renowned negotiator Roger Fisher and psychologist Daniel Shapiro build on previous work of the Harvard Negotiation Project, the group that brought you the groundbreaking book Getting to Yes.

The book illustrates five "core concerns" that motivate people: appreciation, affiliation, autonomy, status and role. You will learn how to use these core concerns to generate helpful emotions in yourself and in others. Armed with this knowledge, you can gauge the needs of another negotiator, set the emotional tone of discussion, and reach a mutually acceptable agreement.

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"Written in the same remarkable vein as Getting to Yes, this book is a masterpiece…" – Dr. Stephen R. Covey, author, The 7 Habits of Highly Effective People

Beyond Reason Attributes

Author: Roger Fisher and Daniel Shapiro
Publisher: Viking (2005)