Get Free Ebook Beyond Reason: Using Emotions as You Negotiate, by Roger Fisher Daniel Shapiro
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Beyond Reason: Using Emotions as You Negotiate, by Roger Fisher Daniel Shapiro
Get Free Ebook Beyond Reason: Using Emotions as You Negotiate, by Roger Fisher Daniel Shapiro
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Product details
Paperback: 256 pages
Publisher: Penguin Books; 1 edition (September 26, 2006)
Language: English
ISBN-10: 9780143037781
ISBN-13: 978-0143037781
ASIN: 0143037781
Product Dimensions:
5 x 0.5 x 8 inches
Shipping Weight: 13.6 ounces (View shipping rates and policies)
Average Customer Review:
4.2 out of 5 stars
91 customer reviews
Amazon Best Sellers Rank:
#46,143 in Books (See Top 100 in Books)
I began reading this book with the hopes of picking up some fresh ideas on negotiating. As a lawyer handling divorce and family cases, I frequently see a high-level of emotions between parties and I was curious to see if the authors had some insight into how to this might effect negotiations. However, this book was incredibly basic, and I'm not sure who it was written for because all it did was state the obvious. There are better books available on negotiation and this book does not provide anything unique.
Roger Fisher and Daniel Shapiro in their book "Beyond Reason: Using Emotions as You Negotiate," give practical examples and tips for how to use, control and decipher emotions in the context of negotiations. The application of their theories to their own experiences roots this narrative in truth and practicality. Throughout this book the authors examine how emotions might change the approach to and experience of negotiation preparation, identification of bargaining alternatives, application of ethics and resolution of conflicts.Fisher and Shapiro believe that emotions will and should always be present at the negotiation, but a negotiator should not waste her time interpreting all emotions but rather work to figure out how the emotion tie back to core concerns. These core concerns include: appreciation, affiliation, autonomy, status, and role.I liked that the authors brought examples of formal negotiations and everyday negotiations to show how the identification of emotion is less important than the identification of core concerns to the resolution of a disagreement and the longevity of relationships. The book is an easy read, and the authors have organized it so that it is easily referenced as needed
I needed this book for study as an ADR training guide. This is a short read but very informative as to the process of mediation proceeding.
I thought it might be more practical with strategies you can use on a day to day basis. Its ok but very high level and more theoretical.
I got this book for a Conflict Resolution class. I very much enjoyed reading it. I would highly recommend it to anyone who has to deal with conflict (so everyone). Fisher gives clear basic points to focus on in any situation to help understand where you and the other are coming from. Enjoyable read.
this book is interesting in that the authors assert that in conflict people are usually lacking in one of their "core" needs/values and if you can just figure out which one it is you can solve many problems. It seems a little idealistic but also partly true if you listen to a lot of the grumbling that goes on in your work place you'll probably hear something that can be traced back to an idea in the book.
Happy with this purchase.
This books complement the scope of negotiation adding the emotional perspective.Recommended lecture to understand more about negotiation. Good book.
Excelent book
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