Beyond Reason: Using Emotions As You Negotiate

Out of stock
SKU
28651
R68.00
Quick Overview
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 REASON sheds 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 REASON is sure to be viewed as Fisher's most important work since GETTING TO YES.
Share
Login to earn BookBucks for sharing!
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 REASON sheds 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 REASON is sure to be viewed as Fisher's most important work since GETTING TO YES.
More Information
AuthorRoger Fisher
PublisherVintage
PlaceLondon
Year2006
ISBN9781905211074
BindingHardcover
ConditionGood
Dustjacket ConditionGood
0
Rating:
0% of 100
Write Your Own Review
Only registered users can write reviews. Please Sign in or create an account

How we describe the condition of our books

We are very proud of the condition of the books we sell (please read our testimonials to find out more!)

New: Exactly as it says.

As New: Pretty much new but shows small signs of having been read; inside it will be clean without any inscriptions or stamps; might contain a remainder mark.

Very Good: Might have some creases on the spine; no hard cracks; maybe slight forward lean and short inscription inside; perhaps very minor bumping on the corners of the book; inside clean but the page edges might be slightly yellowed.

Good: A few creases on the spine, perhaps a forward lean, bumping on corners or shelfwear; maybe an inscription inside or some shelfwear or a small tear or two on the dustjacket; inside clean but page edges might be somewhat yellowed.

Fair: In overall good condition, might have a severe forward lean to the spine, an inscription, bumping to corners; one or two folds on the covers and yellowed pages; in exceptional cases these books might contain some library stamps and stickers or have neat sticky tape which was used to fix a short, closed tear.

Poor: We rarely sell poor condition books, unless the books are in demand and difficult to find in a better condition. Poor condition books are still perfect for a good read, all pages will be intact and none threatening to fall out; most probably a reading copy only.