Beyond Reason Using Emotions as You Negotiate

by Fisher, Roger; Shapiro, Daniel

• ISBN13: 9780670034505
• ISBN10: 0670034509
• Format: Hardcover
• Copyright: 2005-10-06
• Publisher: Viking Adult

Summary

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 Getting to Yes, master negotiator Roger Fisher helped readers understand the mechanics of everyday agreements and how to reach them while preserving respect and self-worth. Now, in Beyond Reason, he and psychologist Daniel Shapiro share their expertise in understanding how emotions affect negotiations and, more importantly, how they can be used as a tool.Beyond Reasonsheds light on five core emotional concerns we all feel during any interaction, whether between business partners or spouses. Do you feel unappreciated? Alone? Put down? Trivialized? Your autonomy impinged? Awareness of these core concerns” gives you power. Fisher and Shapiro show you how to use them to generate positive emotions in others and in yourself, allowing you to set the emotional tone and to get what you each want more easily. You will even know what matters most to people before meeting them. Fresh, insightful, and engaging, Beyond Reasonis sure to be viewed as Fisher’s most important work since Getting to Yes.

Author Biography

Roger Fisher is the Samuel Williston Professor of Law Emeritus, Director of the Harvard Negotiation Project, and the founder of two consulting organizations devoted to strategic advice and negotiation training.

Daniel Shapiro, Associate Director of the Harvard Negotiation Project, teaches negotiation at Harvard Law School and in the psychiatry department at Harvard Medical School/McLean Hospital.

Table of Contents

Introduction	ix
I. THE BIG PICTURE
1. Emotions Are Powerful, Always Present, and Hard to Handle	3	(12)
2. Address the Concern, Not the Emotion	15	(10)
II. TAKE THE INITIATIVE
3. Express Appreciation Find Merit in What Others Think, Feel, or Do and Show It	25	(27)
4. Build Affiliation Turn an Adversary into a Colleague	52	(20)
5. Respect Autonomy Expand Yours (and Don't Impinge upon Theirs)	72	(22)
6. Acknowledge Status Recognize High Standing Wherever Deserved	94	(21)
7. Choose a Fulfilling Role and Select the Activities Within It	115	(28)
III. SOME ADDITIONAL ADVICE
8. On Strong Negative Emotions	143	(26)
They Happen. Be Ready.
9. On Being Prepared	169	(14)
Prepare on Process, Substance, and Emotion
10. On Using These Ideas in the "Real World"	183	(24)
A Personal Account by Jamil Mahuad, Former President of Ecuador
IV. CONCLUSION	203	(4)
V. END MATTER
Seven Elements of Negotiation	207	(2)
Glossary	209	(4)
Works Consulted	213	(18)
Acknowledgments	231	(6)
Analytical Table of Contents	237	(8)
About the Authors	245