Beyond Reason: Using Emotions as You Negotiate
|Title||Beyond Reason: Using Emotions as You Negotiate|
|Subtitle / Series Title||Guide by the Harvard Negotiation Project|
|Year of Publication||2005|
|Authors||Fisher, R, Shapiro, D|
|Number of Pages||256 pp.|
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.