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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.
Excellent suggestions and clear guidaince for everyone who needs to negotiate (which is everyone!)
This book is a must have for anyone in a management position.
This is a decent read. BUt to be honest, it doesnt really show you how to manage emotions clearly. But it does provide wonderful insight into your ownself and how you learn to... Read morePublished 4 months ago by Ivan T
I purchased this book from Amazon three or four years ago--but it got lost in a stack. Cleaning my office this week unearthed this gem. Read morePublished 4 months ago by Ariel I. (Beth)
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 15 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 16 months ago by Elizabeth Lane