Beyond Reason

Beyond Reason

Using Emotions as You Negotiate

Book - 2006
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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.
Publisher: New York : Penguin Books, 2006, c2005
ISBN: 9780143037781
0143037781
Branch Call Number: 302.3 FISHER
Characteristics: xii, 244 p. ; 21 cm
Additional Contributors: Shapiro, Daniel 1971-

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