Beyond reason : using emotions as you negotiate

Title
  1. Beyond reason : using emotions as you negotiate / Roger Fisher and Daniel Shapiro.
Published by
  1. New York : Viking, 2005.
Supplementary content
  1. Contributor biographical information
  2. Publisher description
  3. Inhaltsverzeichnis
Author
  1. Fisher, Roger, 1922-2012.

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FormatTextAccessRequest in advanceCall numberBF637.N4 F55 2005Item locationOff-site

Details

Additional authors
  1. Shapiro, Daniel, 1971-
Description
  1. x, 246 pages : illustrations; 24 cm
Summary
  1. From the seasoned negotiator who brought us Getting to Yes--a guide to using emotions to benefit you and others. Whether you are negotiating a business contract or curfew with your teenager, emotions can get you in trouble. They also can help you get what you want. This book shows you how. Telling a negotiator "Don't get emotional" is nonsense. We all have emotions of some kind--all the time--and these emotions deeply inform both what we want and how we go about getting it. In his Getting to Yes, master negotiator Fisher helped readers understand the mechanics of everyday agreements and how to reach them while preserving respect and self-worth. In this book, he and psychologist Shapiro share their expertise in understanding how emotions affect negotiations and, more importantly, how they can be used as a tool.--From publisher description.
Subject
  1. Negotiation
  2. Emotions
  3. Gefühlspsychologie
  4. Verhandlungstechnik
  5. Negociación
  6. Emociones
Contents
  1. The big picture: Emotions are powerful, always present, and hard to handle -- Address the concern, not the emotion -- Take the initiative: Express appreciation -- Build affiliation -- Respect autonomy -- Acknowledge status -- Choose a fulfilling role -- Some additional advice: On strong negative emotions -- On being prepared -- On using these ideas in the "real world" / Jamil Mahuad.
Owning institution
  1. Columbia University Libraries
Bibliography (note)
  1. Includes bibliographical references.