Emotions matter. Whether negotiating with an angry boss or an outraged
teenager, emotions can derail you. Properly treated, however, they can
help you achieve the results you want. This book shows you how.
In Beyond Reason,
you will discover five “core concerns” that motivate people:
appreciation, affiliation, autonomy, status, and role. You will learn
how to use these core concerns to generate helpful emotions in yourself
and in others. Armed with this knowledge, you can gauge the needs of
another negotiator, set the emotional tone of discussion, and reach a
mutually acceptable agreement.
Beyond Reason clarifies
the complicated, “fuzzy” world of emotions and offers straightforward,
practical advice. It builds on previous work of the Harvard Negotiation
Project, the group that brought you the groundbreaking book Getting to YES. Now, in Beyond Reason,
world renowned negotiator Roger Fisher teams up with psychologist
Daniel Shapiro, expert on the emotional dimension of negotiation. They
show you how to employ emotions to turn a disagreement—big or small,
professional or personal—into an opportunity for mutual gain.
Fresh, insightful, and relevant to any interaction, Beyond Reason is certain to become a lasting classic for dealing with anyone from family and friends to colleagues, customers, and employees.
Download and start listening now!