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Beyond Reason: Using Emotions as You Negotiate Paperback - 2006 - 1st Edition
by Roger Fisher; Daniel Shapiro
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.
Summary
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.
From the publisher
First line
A prospective customer threatens to back out of an agreement just before the final document is signed.
Details
- Title Beyond Reason: Using Emotions as You Negotiate
- Author Roger Fisher; Daniel Shapiro
- Binding Paperback
- Edition number 1st
- Edition 1
- Pages 256
- Volumes 1
- Language ENG
- Publisher Penguin Books, U.S.A.
- Date 2006-10-01
- Illustrated Yes
- Features Glossary, Illustrated, Price on Product - Canadian, Table of Contents
- ISBN 9780143037781 / 0143037781
- Weight 0.4 lbs (0.18 kg)
- Dimensions 8.08 x 5.16 x 0.48 in (20.52 x 13.11 x 1.22 cm)
- Ages 18 to UP years
- Grade levels 13 - UP
- Library of Congress subjects Emotions, Communication
- Library of Congress Catalog Number 2005042274
- Dewey Decimal Code 158.5
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Beyond Reason : Using Emotions As You Negotiate
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