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Beyond reason : using emotions as you negotiate / Roger Fisher and Daniel Shapiro.

By: Contributor(s): Material type: TextTextPublication details: New York : Penguin Books, 2006.Description: xii, 244 p. ; 21 cmISBN:
  • 0143037781 (pbk)
  • 9780143037781 (pbk)
Subject(s): DDC classification:
  • 302.3
LOC classification:
  • BF 637  F535b 2006
Contents:
The big picture: Emotions are powerful, always present, and hard to handle -- Address the concern, not the emotion -- Take the initiative: Express appreciation -- Build affiliation: turn an adversary into a colleague -- Respect autonomy -- Acknowledge status -- Choose a fulfilling role -- On strong negative emotions -- Be prepared on process, substance, and emotion -- On using these ideas in the real world / Jamil Mahuad, former President of Ecuador -- Seven elements of negotiation.
Summary: 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.
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Holdings
Item type Current library Home library Collection Shelving location Call number Copy number Status Barcode
Libro Libro Biblioteca Juan Bosch Biblioteca Juan Bosch Humanidades Humanidades (4to. Piso) BF 637 F535b 2006 (Browse shelf(Opens below)) 1 Available 00000064924

Originally published in the United States of America by Viking Penguin, 2005

"Get what you want. Improve your relationships"--Cover

Bibliogr. p. [213]-230.

The big picture: Emotions are powerful, always present, and hard to handle --
Address the concern, not the emotion --
Take the initiative: Express appreciation --
Build affiliation: turn an adversary into a colleague --
Respect autonomy --
Acknowledge status --
Choose a fulfilling role --
On strong negative emotions --
Be prepared on process, substance, and emotion --
On using these ideas in the real world / Jamil Mahuad, former President of Ecuador --
Seven elements of negotiation.

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.

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