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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 ...Show synopsisWhether 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 "Getting to Yes", master negotiator Roger Fisher helped readers understand the mechanics of everyday agreements and how to reach them while preserving respect and self-worth. Now, in "Beyond Reason", he and psychologist Daniel Shapiro share their expertise in understanding how emotions affect negotiations and, more importantly, how they can be used as a tool. "Beyond Reason" sheds light on five core emotional concerns we all feel during any interaction, whether between business partners or spouses. Do you feel unappreciated? Alone? Put down? Trivialized? Your autonomy impinged? Awareness of these "core concerns" gives you power. Fisher and Shapiro show you how to use them to generate positive emotions in others and in yourself, allowing you to set the emotional tone and to get what you each want more easily. You will even know what matters most to people before meeting them. Fresh, insightful, and engaging, "Beyond Reason" is sure to be viewed as Fisher's most important work since "Getting to Yes".Hide synopsis
Description:New in very good dust jacket. Sewn binding. Cloth over boards....New in very good dust jacket. Sewn binding. Cloth over boards. With dust jacket. 246 p. Contains: Illustrations. Audience: General/trade.
Description:New. The author of "Getting to Yes" teams with Harvard...New. The author of "Getting to Yes" teams with Harvard psychologist Daniel Shapiro to show readers how to use emotions to turn a disagreement--big or small, professional or personal--into an opportunity for mutual gain.
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Description:New. Trade paperback (US). Glued binding. 244 p. Contains:...New. Trade paperback (US). Glued binding. 244 p. Contains: Illustrations. In Stock. 100% Money Back Guarantee. Brand New, Perfect Condition, allow 4-14 business days for standard shipping. To Alaska, Hawaii, U.S. protectorate, P.O. box, and APO/FPO addresses allow 4-28 business days for Standard shipping. No expedited shipping. All orders placed with expedited shipping will be cancelled. Over 3, 000, 000 happy customers.
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