Free PDF 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

Free PDF Beyond Reason: Using Emotions as You Negotiate, by Roger Fisher Daniel Shapiro

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Review

“Written in the same remarkable vein as Getting to Yes, this book is a masterpiece.” —Dr. Steven R. Covey, author of The 7 Habits of Highly Effective People   “Powerful, practical advice. It will put your emotions to good use.” —Archbishop Desmond Tutu   “A must read for anyone who negotiates—which is to say for all of us.” —Elena Kagan, Associate Justice of the Supreme Court of the United States; former dean of Harvard Law School; and former associate counsel to the president   “A brilliant guide . . . Anyone who faces a difficult conversation, let alone a formal negotiation, can use this as a guidebook.” —Daniel Goleman, author of Emotional Intelligence    “Destined to take its place alongside Getting to Yes on innumerable bookshelves around the world.” —Howard Gardner, Harvard University   “An indispensable real-world guide for anyone. Roger Fisher and Daniel Shapiro have brilliantly detailed a methodical system for moving emotions in a constructive direction. The NYPD Hostage Negotiation Team faces some of the most high-stakes decisions every day. We regularly apply the skills of Beyond Reason to create the straightforward dialogue that resolves the vast majority of our hostage negotiations.” —Lt. Jack J. Cambria, commanding officer, NYPD Hostage Negotiation Team   “As the prosecutor of the International Criminal Court, I have to apply law to the world's most serious crimes. A real challenge is how to deal with people's emotions and to maximize the constructive impact of our work. Beyond Reason provides essential tools to understand how to develop solutions to even the most serious problem.” —Luis Moreno-Ocampo, chief prosecutor, International Criminal Court   “The perfect follow-up to Getting to YES . . . The book is both profound and easy to read, based on a wide range of research and firsthand experience in negotation. There is no interaction setting—public, professional, or personal, local, or international—where its recommendations will not be applicable.” —Elise Boudling, Dartmouth College   “Beyond Reason is exactly what we need now: a lucid, systematic approach to dealing with emotions, infused with a practical wisdom that will help you understand, enrich, and improve all your negotiations—and all your relations with fellow human beings.” —Leonard L. Riskin, director, Center for the Study of Dispute Resolution, University of Missouri-Columbia   “The resurgence of interest in emotions has broadened the impact of research on brain and behavior. Beyond Reason takes this to a new level, showing how emotions can positively and negatively affect the way managers and other negotiators approach their goals.” —Joseph LeDoux, author of Anxious, The Emotional Brain, and Synaptic Self   “Masters of diplomacy, Fisher and Shapiro of the Harvard Negotiation Project, build on Fisher's bestseller (he coauthored Getting to YES) with this instructive, clearly written book that addresses the emotions and relationships inevitably involved in negotiation.” —Publishers Weekly (starred review)   “This is one of those unusual works that is so carefully constructed and written that you may find yourself praising its common sense and nodding easily in concurrence. . . . It is a book to reflect upon and that belongs on every negotiator's reference shelf.” —The Negotiator Magazine   “In this valuable, clearly written book, the authors say good negotiations—in business as well as in personal or family situations—hinge on respect for others, but also respect for your own feelings.” —USA Today

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About the Author

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.

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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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