Beyond Reason: Using Emotions as You Negotiate | Roger Fisher, Daniel Shapiro

Beyond Reason: Using Emotions as You Negotiate | Roger Fisher, Daniel Shapiro | An attorney's impression

books:

Beyond Reason: Usi...

	Beyond Reason: Using Emotions as You Negotiate Roger Fisher, Daniel Shapiro Viking Adult, 2005 - 256 pages average customer review:based on 39 reviews view larger image
	for more information click here

highly recommended

Winning With the Other Party Feeling Good

In MBA school we are taught to negeotiate with a lot of figures, charts, graphs, etc. Once all the facts are known, the decision is simple. The problem with that is two fold: 1. They are typically based on projections that may well not be true (remember the Edsel and the Convair 880). 2. They ignore the feelings of the other person involved, and feelings are very important. Sometimes (often) a decision is made that is not to the person's best interest simply because of feelings.

This book breaks down the five core emothions of feeling appreciated, alone, imposition, put down, trivialized. It covers business negeotion, but perhaps even more important is negeotiating with teens (but not two year olds), the mentally ill (ex-wives included), the drunk in a bar.

The techniques described here are given examples in buying a small item, presenting a case to the Supreme Court, to discussing border disagreements between a couple of nations. In short, we all negeotiate all the time, it works best when both parties feel that they got the best of the deal.

for more information click here

An attorney's impression

As an attorney this book has altered the way I argue my cases. It has given me insight into the negotiation process in a different way than any other book I have read on negotiation. The five core concerns have helped me when I talk with my client, other attorneys and even when I interact with the judge. I also use the five core concerns in my personal life. You can grasp them in only a few minutes, yet they have a complexity to them. When you read the chapter about the ex-President of Equador you can understand how these core concerns can work on any level - personal, professional, or political. It is a must in everyone's library.

for more information click here

Great book -- Improved my marriage

At first, I thought this book was for professional negotiators, but a friend told me about the book and really found it helpful. So I thought I'd give it a shot. I am happy I did. I've found it really helpful in dealing with my husband and with our inevitable day-to-day arguments. The chapter on "autonomy" hit home -- especially the idea of the "bucket theory." We put that to use, and I've found that my husband and I now get in many fewer conflicts. (I've now recommended the book to three of my friends, who are in the middle of it right now!)

Buy it for the holidays

You want a book that can help you with your family relationships over the holidays? This one will do it for you. I read it and it has already helped me with my teenage daughter. Combine this book with Getting to Yes by Roger Fisher, and you will get what you want in any relationship. It's been working for me.

for more information click here

A must-read: It will save you money and grief

Steven Covey calls this book a "masterpiece." I agree. Before reading the book, I knew that emotions play an important role in my interactions. But I had not realized the extent to which emotions can help my negotiations. And I had no practical framework to deal effectively with emotions. This book gave me the tools I need.

After reading the book, I now understand why people are excited about it. It offers 5 principles ("core concerns") that help you understand people's emotions and influence them. I was able to easily put the ideas to practice in some complicated contract negotiations I've been involved in these past few weeks. I used the advice especially from the chapters on autonomy and appreciation. The results were impressive. My relationship with the other negotiators -- which have recently been somewhat strained -- improved dramatically. The advice of Beyond Reason allowed us to recraft our relationship in a more positive light and made working together much more effective -- and saved me and my company a lot of time and money and grief.

for more information click here

reviews: 1, 2, 3, 4, 5, page 6, 7, 8

products you might be interested in