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on July 15, 2012
Roger Fisher and Daniel Shapiro in their book "Beyond Reason: Using Emotions as You Negotiate," give practical examples and tips for how to use, control and decipher emotions in the context of negotiations. The application of their theories to their own experiences roots this narrative in truth and practicality. Throughout this book the authors examine how emotions might change the approach to and experience of negotiation preparation, identification of bargaining alternatives, application of ethics and resolution of conflicts.

Fisher and Shapiro believe that emotions will and should always be present at the negotiation, but a negotiator should not waste her time interpreting all emotions but rather work to figure out how the emotion tie back to core concerns. These core concerns include: appreciation, affiliation, autonomy, status, and role.

I liked that the authors brought examples of formal negotiations and everyday negotiations to show how the identification of emotion is less important than the identification of core concerns to the resolution of a disagreement and the longevity of relationships. The book is an easy read, and the authors have organized it so that it is easily referenced as needed
7 people found this helpful
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on May 21, 2013
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 Agreement Without Giving In.

Before undertaking Beyond Reason, it is highly recommended to read Getting to Yes because the original volume provides the basis for the current book. In this next volume, Fisher and Shapiro build on the 7 Elements of Principled Negotiation, and help you take it to higher level. Getting to Yes, like much of economic theory, assumes, for the most part, rational participants in negotiations. Beyond Reason recognizes that we are human, and often, or rather always, bring emotions to the table. Fisher and Shapiro show us how to recognize the negative emotions in ourselves or others that can sabotage any negotiation. They also show us how to capitalize on the positive emotions that will move the negotiation forward.

As always, Fisher and Shapiro blend theoretical principles with personal stories or case studies. Perhaps, the most interesting is the chapter contributed by the former Ecuadorean president Jamil Mahuad, who used these techniques successfully to negotiate a long festering territorial dispute with Peru, that had let to a 50-year state of war.

Nevertheless, these negotiation techniques are not just for high stakes land disputes, but for almost any bargaining or negotiation you do at work or home.
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on September 10, 2013
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 it is you can solve many problems. It seems a little idealistic but also partly true if you listen to a lot of the grumbling that goes on in your work place you'll probably hear something that can be traced back to an idea in the book.
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on May 22, 2018
Happy with this purchase.
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on April 24, 2013
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). Fisher gives clear basic points to focus on in any situation to help understand where you and the other are coming from. Enjoyable read.
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on April 13, 2017
Excelent book
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on April 8, 2018
I was hoping for more content but nothing new here.
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on May 24, 2015
If we would pay more attention to the common core concerns we all share, everyday life would be much more productive. These thought processes are vitally important, I wish I had read this book years ago.
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on September 23, 2016
Liked it.
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on October 23, 2016
This books complement the scope of negotiation adding the emotional perspective.
Recommended lecture to understand more about negotiation. Good book.
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