Beyond Reason: Using Emotions as You Negotiate

Beyond Reason: Using Emotions as You Negotiate


By (author) Roger Fisher, By (author) Daniel Shapiro

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  • Publisher: Penguin USA
  • Format: Paperback | 244 pages
  • Dimensions: 130mm x 202mm x 16mm | 160g
  • Publication date: 1 October 2006
  • Publication City/Country: New York, NY
  • ISBN 10: 0143037781
  • ISBN 13: 9780143037781
  • Edition: 1
  • Sales rank: 52,452

Product description

In "Getting to Yes," renowned educator and negotiator Roger Fisher presented a universally applicable method for effectively negotiating personal and professional disputes. Building on his work as director of the Harvard Negotiation Project, Fisher now teams with Harvard psychologist Daniel Shapiro, an expert on the emotional dimension of negotiation. In "Beyond Reason," they show readers how to use emotions to turn a disagreement-big or small, professional or personal-into an opportunity for mutual gain.

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Author information

Roger Fisher is the Samuel Williston Professor of Law Emeritus, Director of the Harvard Negotiation Project, and the founder of two consulting organizations devoted to strategic advice and negotiation training. 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.

Review quote

Powerful, practical advice. It will put your emotions to good use. (Archbishop Desmond Tutu)