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To the authors' credit, they started this new book with a clear understanding of the previous one's chief shortcoming. Though Getting to Yes introduced a powerful paradigm for negotiations, it did not fully address a critical element of most deals: emotions, and the messy human details that can distract from purely rational decision-making. If both negotiators are consistently lucid, fair, and calm, the game has a certain set of rules, but if--as in most situations--the different parties get excited, angry, sad, insulted, and so on, then those rules change. That expanded focus forms the basis for Beyond Reason.
Fisher and Shapiro have structured this latest work around five key emotions which they identify as most critical to productive negotiations. Even though each situation has its own dynamics, they point to appreciation, affiliation, autonomy, status, and role as the most important for making each party comfortable enough to grasp the principles of rationality that maximize the chances for a win-win result.
Critics may deride this book as still too simplistic, too black-and-white, and unappreciative of life's shades of gray. The authors' pragmatic bent comes in the book's final two chapters. One takes readers through the overall process for negotiations--not just the parry-and-thrust of conversations with the other party, but also pre-conversation preparation. It's in this preparatory stage, the authors contend, where a thoughtful consideration of potential emotional dynamics can help prevent later problems. To synthesize many of the lessons they impart, Fisher and Shapiro then close their work by inviting guest commentary from the former President of Ecuador, Jamil Mahuad, who explains how he applied interest-based negotiations theory to highly charged negotiations between his country and Peru, on a border dispute in the late 1990s. It's this kind of real-life application of Fisher and Shapiro's theories that continue to give them relevance. --Peter Han --This text refers to an out of print or unavailable edition of this title.
I recently finished reading "Beyond Reason" by Roger Fisher and Daniel Shapiro.
An excellent, easy to read book that helps the reader and teaches them to be a better communicator with better skills for negotiation.
'Beyond Reason' is also packed with lucid examples which make it a truly enjoyable read.
Book is relevant for professional and personal relationships.
I already applied some actions from this book to my daily life. Read more
I have not finished the book yet but the premise is excellent and the presentation is very user-friendly and inclusive.Published 11 months ago by Katherine Walker
this book is interesting in that the authors assert that in conflict people are usually lacking in one of their "core" needs/values and if you can just figure out which one... Read morePublished 12 months ago by Elizabeth Lane
book was bought for a class. this book is a keeper, as I will use this in the future for reference.Published 12 months ago by gene
Roger Fisher and Daniel Shapiro's well-crafted and clearly written book Beyond Reason: Using Emotions as You Negotiate is the Robin to Fisher's Batman - Getting to Yes: Negotiating... Read morePublished 16 months ago by A. Silverstone
This book provides a great insight into the emotional perspective of the negotiation game. I would suggest it to anyone who ones to improve their emotional intelligence to get a... Read morePublished 16 months ago by Ioannis Georgiou
I got this book for a Conflict Resolution class. I very much enjoyed reading it. I would highly recommend it to anyone who has to deal with conflict (so everyone). Read morePublished 16 months ago by Shelley