HomeGroupsTalkZeitgeist
Hide this

Results from Google Books

Click on a thumbnail to go to Google Books.

Beyond Reason by Roger Fisher
Loading...

Beyond Reason (edition 2006)

by Roger Fisher

MembersReviewsPopularityAverage ratingMentions
205None56,796 (3.74)2
Member:bostonian71
Title:Beyond Reason
Authors:Roger Fisher
Info:RANDOM HOUSE BUSINES (2006), Hardcover, 288 pages
Collections:Your library
Rating:*****
Tags:nonfiction, psychology, negotiation

Work details

Beyond Reason: Using Emotions as You Negotiate by Roger Fisher

Recently added bysasgari, linusmedia, kino, private library, drickels, LuBo, Wissowatius, gbeyerly, Tembusu, cnpexcellence
None

None.

Loading...

Sign up for LibraryThing to find out whether you'll like this book.

No current Talk conversations about this book.

» See also 2 mentions

Showing 3 of 3
Clearly written and engaging, with advice that's useful for daily relationships as well as international diplomacy or labor-management negotiations. Experts might find it too simplistic, but being a non-expert I appreciate the easy-to-understand explanations. ( )
  bostonian71 | Feb 15, 2013 |
Excellent analysis of the role emotion plays during the negotiation process. The book flows well covering 5 core concerns that affect emotion(Appreciation, Affiliation, Autonomy, Status, Role) He uses impressive real world examples that make sense. Loved the example where a man in a bar was looking for a fight with him. He changed the person’s mood from anger to pride and reduced tension by asking the person for their expert opinion on how to handle a situation like this. ( )
  GShuk | Jun 12, 2010 |
An interesting, but lacking book. The two authors give common sense advice on how to handle negotiations and the emotions that result from negotiations. At face value, this seems useful and any new insight into this realm should be helpful. However, while they are able to describe what emotions arise and how they hurt negotiations, I found their recommendations limited to either traditional responses (e.g. take a break to cool off) or nothing that a little common sense could derive (e.g. put yourself in their shoes to see what emotions you could invoke in them). A good topic to discuss, but I was looking for something deeper than was presented. I'm not sure who would even find this discussion useful--unless s/he never participated in a negotiation before. ( )
  chellinsky | Dec 5, 2007 |
Showing 3 of 3
no reviews | add a review

» Add other authors

Author nameRoleType of authorWork?Status
Roger Fisherprimary authorall editionsconfirmed
Shapiro, Danielmain authorall editionsconfirmed
You must log in to edit Common Knowledge data.
For more help see the Common Knowledge help page.
Series (with order)
Canonical title
Original title
Alternative titles
Original publication date
People/Characters
Important places
Important events
Related movies
Awards and honors
Epigraph
Dedication
First words
Quotations
Last words
Disambiguation notice
Publisher's editors
Blurbers
Publisher series

References to this work on external resources.

Wikipedia in English

None

Book description
Haiku summary

Amazon.com Amazon.com Review (ISBN 0670034509, Hardcover)

Let's say you're trying to convince a new employer to sweeten its job offer to you. Or perhaps you're buying or selling a company. Or maybe you're even solving for peace in the Middle East. If any of these scenarios is yours, Roger Fisher, Daniel Shapiro, and their colleagues at the Harvard Negotiation Project have ideas that they would like to share. Fisher's previous book, Getting to Yes, stands today as a seminal work in negotiations theory. Businesspeople in a wide variety of industries have drawn from the book's tips for deal-making and its larger framework for "interest-based negotiation", which focuses on understanding each side's interests and working together to produce proverbial win-win outcomes. In Beyond Reason, Fisher and Shapiro go one step further.

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

(retrieved from Amazon Mon, 30 Sep 2013 13:25:25 -0400)

(see all 3 descriptions)

A guide to understanding how emotions can be used as a tool during a negotiating process explains how readers can interact more productively by getting in touch with feelings and by setting a positive tone.

(summary from another edition)

» see all 3 descriptions

Quick Links

Swap Ebooks Audio
13 wanted3 pay4 pay

Popular covers

Rating

Average: (3.74)
0.5
1
1.5
2
2.5 1
3 5
3.5 1
4 7
4.5 1
5 2

Audible.com

An edition of this book was published by Audible.com.

See editions

Is this you?

Become a LibraryThing Author.

 

Help/FAQs | About | Privacy/Terms | Blog | Contact | LibraryThing.com | APIs | WikiThing | Common Knowledge | Legacy Libraries | Early Reviewers | 89,481,464 books! | Top bar: Always visible