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: 57,101

Product description

Provides an understanding on how emotions affect negotiations and how they can be used as a tool. This book sheds light on five core emotional concerns felt during any interaction and shows how to generate positive emotions in others and in yourself.

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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)