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Publisher's Summary

Emotions matter. Whether negotiating with an angry boss or an outraged teenager, emotions can derail you. Properly treated, however, they can help you achieve the results you want. This audiobook shows you how. In Beyond Reason, you will discover five "core concerns" that motivate people: appreciation, affiliation, autonomy, status, and role. You will learn how to use these core concerns to generate helpful emotions in yourself and in others. Armed with this knowledge, you can gauge the needs of another negotiator, set the emotional tone of discussion, and reach a mutually acceptable agreement.
Beyond Reason clarifies the complicated "fuzzy" world of emotions and offers straightforward, practical advice. It builds on previous work of the Harvard Negotiation Project, the group that brought you the groundbreaking book Getting to YES. Now, in Beyond Reason, world renowned negotiator Roger Fisher teams up with psychologist Daniel Shapiro, expert on the emotional dimension of negotiation. They show you how to employ emotions to turn a disagreement, big or small, professional or personal, into an opportunity for mutual gain.
Fresh, insightful, and relevant to any interaction, Beyond Reason is certain to become a lasting classic for dealing with anyone from family and friends to colleagues, customers, and employees.
©2005 Roger Fisher and Daniel Shapiro (P)2005 Penguin Audiobooks
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Critic Reviews

"[A] valuable, clearly written book." (USA Today)
"Baffled spouses, struggling middle managers, and heads of state might take a cue from the convincing strategy laid out by these savvy experts." (Publishers Weekly)
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Customer Reviews

Most Helpful
5 out of 5 stars
By George on 04-16-06

Terrific

This was exactly what I was looking for in a book on negotiation. This book takes you beyond simple negotiation and demonstrates the value of making a connection with the client. Superb book in audio form, more effective than reading this particular book, in my opinion.

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13 of 13 people found this review helpful

2 out of 5 stars
By Anshum on 12-04-15

Not as good as other booth by the same author. More for starters.

Book didn't really do justice to the reputation of the author. It has lot of tips which I already knew having read other books on the same subject.

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2 of 2 people found this review helpful

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