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    Beyond Reason: Using Emotions as You Negotiate
    Unavailable
    Beyond Reason: Using Emotions as You Negotiate
    Unavailable
    Beyond Reason: Using Emotions as You Negotiate
    Audiobook6 hours

    Beyond Reason: Using Emotions as You Negotiate

    Written by Roger Fisher and Daniel Shapiro

    Narrated by Daniel Shapiro

    4/5

    ()

    Currently unavailable

    Currently unavailable

    About this audiobook

    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.

    Editor's Note

    Manage your emotions…

    For anyone who’s ever thought giving into emotions is weak, or that anger needs to be channelled, legendary negotiators Fisher and Shapiro show how to use emotions to settle disagreements. A great guide on how to manage, but not manipulate, emotions.

    LanguageEnglish
    PublisherPenguin Random House Audio
    Release dateOct 6, 2005
    ISBN9780786555499
    Unavailable
    Beyond Reason: Using Emotions as You Negotiate

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    Reviews for Beyond Reason

    4/5

    29 ratings5 reviews

    What did you think?

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    Review must be at least 10 words

    • 1/5
      Worthless... And I don't say that lightly.
      The first 3 chapters could have been written by a 3rd grader who got the assignment of "writing about emotions". Really: it is a non-stop litany of meaningless/tautological sentences with zero prescriptive lessons, such as "emotions affect you. Emotions can make you say or do stuff you can regret. Emotions are good and part of the human experience. Emotions can be supressed but still affect you". And on and on and on... I am not even kidding. Read/Listen to it, and you'll see exactly what I mean. And probably laugh too. I stopped at Chapter 4. Couldn't take it anymore.
    • 5/5
      Clearly written and engaging, with advice that's useful for daily relationships as well as international diplomacy or labor-management negotiations. Experts might find it too simplistic, but being a non-expert I appreciate the easy-to-understand explanations.
    • 5/5
      Clearly written and engaging, with advice that's useful for daily relationships as well as international diplomacy or labor-management negotiations. Experts might find it too simplistic, but being a non-expert I appreciate the easy-to-understand explanations.
    • 4/5
      Excellent analysis of the role emotion plays during the negotiation process. The book flows well covering 5 core concerns that affect emotion(Appreciation, Affiliation, Autonomy, Status, Role) He uses impressive real world examples that make sense. Loved the example where a man in a bar was looking for a fight with him. He changed the person’s mood from anger to pride and reduced tension by asking the person for their expert opinion on how to handle a situation like this.
    • 3/5
      An interesting, but lacking book. The two authors give common sense advice on how to handle negotiations and the emotions that result from negotiations. At face value, this seems useful and any new insight into this realm should be helpful. However, while they are able to describe what emotions arise and how they hurt negotiations, I found their recommendations limited to either traditional responses (e.g. take a break to cool off) or nothing that a little common sense could derive (e.g. put yourself in their shoes to see what emotions you could invoke in them). A good topic to discuss, but I was looking for something deeper than was presented. I'm not sure who would even find this discussion useful--unless s/he never participated in a negotiation before.