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

Beyond Reason: Using Emotions as You Negotiate | Roger Fisher, Daniel Shapiro | Guidebook for using emotions in negotiation

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Beyond Reason: Usi...

	Beyond Reason: Using Emotions as You Negotiate Roger Fisher, Daniel Shapiro Viking Adult, 2005 - 256 pages average customer review:based on 38 reviews view larger image
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highly recommended

In Getting to Yes, renowned educator and negotiator Roger Fisher presented a universally applicable method for effectively negotiating personal and professional disputes. Building on his work as director of the Harvard Negotiation Project, Fisher now teams with Harvard psychologist Daniel Shapiro, an expert on the emotional dimension of negotiation. In Beyond Reason, they show readers how to use emotions to turn a disagreement?big or small, professional or personal?into an opportunity for mutual gain.

Using your emotions positively

As the title suggests, the authors Roger Fisher and Daniel Shapiro set out to show how to manage emotions during a negotiation - both yours and the other party's. Fisher is the co-author of the best selling book on negotiation, "Getting To Yes" and the similar style is evident here - simple concepts with plenty of real case scenarios to illustrate.

The book is in five parts, but it's part two that has all the guts of their concept. The five chapters in this section outline the author's key negotiating strategies for managing emotions - express appreciation, build alliances, respect autonomy, acknowledge status and choose a fulfilling role. I found the best of these to be "express appreciation" which has three simple strategies - understand their (the other party) point of view; find merit in what the other person thinks, feels and does; communicate your understanding. Whilst these may seem like common sense and reasonably straight forward, the hints and tips the authors give on how to implement these is well worth the price of this book. For example, one that impressed me was how to show appreciation for the other party's argument whilst not necessarily agreeing with it, thus building positive rapport and approaching the negotiation from a collaborative rather than adversarial perspective.

Fisher and Shapiro are extremely experienced and knowledgeable negotiators. I really liked their many (real) cases to illustrate key points. I will certainly use the things I have learnt from reading this book in my own negotiations. My one piece of advice - if you are a novice negotiator, I would suggest reading a book such as "Getting to Yes" first so that you have some basic negotiating principles to work from. The tips in this book can then enhance your expertise.

Bob Selden, author
What To Do When You Become The Boss: How new managers become successful managers

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Guidebook for using emotions in negotiation

Far too many books treat negotiation as a rational process, as if the parties involved are calculating machines (or close to it). Authors Roger Fisher and Daniel Shapiro show that is not the case. They explain how emotions affect negotiating, and provide tools based on five core emotional concerns for dealing with powerful feelings at the negotiating table. This slender book is clearly written, and the authors illustrate each point in their theoretical framework with examples from their extensive experience. The result is an immediately applicable book that provides a host of practical tips. getAbstract recommends it to anyone who negotiates...and that means just about everyone.

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Don't Negotiate Without It!

This book was great and I haven't really seen anything else that offers advice much on emotions in negotiation. I was impressed with how well the topic was covered. (Ex. 5 concerns I never thought about before in myself or others, how to bring out the best in people) You have to get used to using it and predicting your own emotions but I wouldn't negotiate with out it, now that I've finished it and used it successfully.

Excellent Read - Using Emotions to Help Yourself as Well as Others

This book illustrates effectively how emotions can be used in the communications process between yourself and others for a positive result. We have always been taught that emotions should be kept out of communication -- that it is a bad thing, but this book uses charts and conversation examples to show that that isn't the case. An excellent, easy to read book that helps the reader and teaches them to be a better communicator with better skills for negotiation.

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Useful or Disappointing? A Skeptic's Opinion...

Beyond Reason: Using Emotions as You Negotiate

"Business self help" literature is often not helpful; it's a genre suffering from platitudes and hype. I've a collection of these books gathering dust on my office bookshelf-- which will likely and unfortunately be sent off to even dustier archives or to the recycling bin when I retire. "Beyond reason" starts out like many other such books. The very basic Chapters 1-4 define "emotion" and provide examples and workbook tools for constructively recognizing and managing one's own emotions. But keep reading-- by Chapter 5 the author acknowledges some culturally unpopular reasons why negotiations fail, and provides some useful analytical tools and examples for removing these as obstacles. (For the curious: these include issues of power and status, autonomy, fear, rigidity, and unfamiliar roles. Tools include the use of imagination and empathy, Interests analysis, re-framing, re-casting, and self-control techniques.) While it is true that for many a discussion of the concepts of "sad" or "mad", disappointment, fear, and anger is unnecessarily basic, some may find his practical advice useful, or at least, be able to speed-read through the authors' initial discussion. And I believe that there is real value in the chapter on anger, as the learner can consider-- from a safe and comfortable chair-- the uses and abuses of disappointment, guilt, and anger, before a confrontation during a tough negotiation. Finally, the authors too briefly review the Harvard Negotiation Project's seven elements, but do provide a helpful and unusually descriptive bibliography. As a middle manager, I will use this book for discussion and to mentor direct reports. It generally provides concrete and practical examples for often unacknowledged problems, though some lengthy historical discussions are so unrelated to the experiences of most of us as to seem to be a Fantastic tale.

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

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