Beyond Reason: Using Emotions as You Negotiate

TitleBeyond Reason: Using Emotions as You Negotiate
Publication TypeBook
Subtitle / Series TitleGuide by the Harvard Negotiation Project
Year of Publication2005
AuthorsFisher, R, Shapiro, D
Number of Pages256 pp.
CityNew York
ISBN Number0-670-03450-9
Accession Number702

Beyond Reason offers straightforward, powerful advice for dealing with emotions in even the toughest negotiations, whether with a difficult colleague or with your angry spouse. You will discover five "core concerns" that lie at the heart of most emotional challenges. And more important, you will learn how to address these concerns to improve your relationships and get the results you want. Beyond Reason builds on previous work of the Harvard Negotiation Project, the group that brought you the groundbreaking Getting to Yes. Since its inception in 1978, the Harvard Negotiation Project has developed theory and practical ideas that have had a constructive impact on conflict resolution around the world.
If you'd like to stay up-to-date with the Harvard Negotiation Project's trainings and research, you can join the network at Copies of the book can also be ordered from this website.

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