Beyond reason using emotions as you negotiate
From the seasoned negotiator who brought us Getting to Yes--a guide to using emotions to benefit you and others. Whether you are negotiating a business contract or curfew with your teenager, emotions can get you in trouble. They also can help you get what you want. This book shows you how. Telling a...
Saved in:
| Main Author: | |
|---|---|
| Other Authors: | |
| Format: | Books Print Book |
| Language: | English |
| Published: |
New York :
Viking,
2005.
|
| Subjects: | |
| Tags: |
No Tags, Be the first to tag this record!
|
| Summary: | From the seasoned negotiator who brought us Getting to Yes--a guide to using emotions to benefit you and others. Whether you are negotiating a business contract or curfew with your teenager, emotions can get you in trouble. They also can help you get what you want. This book shows you how. Telling a negotiator "Don't get emotional" is nonsense. We all have emotions of some kind--all the time--and these emotions deeply inform both what we want and how we go about getting it. In his Getting to Yes, master negotiator Fisher helped readers understand the mechanics of everyday agreements and how to reach them while preserving respect and self-worth. In this book, he and psychologist Shapiro share their expertise in understanding how emotions affect negotiations and, more importantly, how they can be used as a tool.--From publisher description. |
|---|---|
| Physical Description: | x, 246 p. : ill. ; 24 cm. |
| Bibliography: | Includes bibliographical references. |
| ISBN: | 0670034509 |
| Author Notes: | Daniel Shapiro, associate director of the Harvard Negotiation Project, teaches negotiation at Harvard Law School and in the psychiatry department at Harvard Medical School/McLean Hospital |
