Beyond Reason: Using Emotions as You Negotiate - Couverture souple

Fisher, Roger; Shapiro, Daniel

Couverture souple

ISBN 10 : 0143037781 ISBN 13 : 9780143037781

Editeur : Penguin Publishing Group, 2006

Synopsis

Book by Fisher Roger Shapiro Daniel

A propos du livre

Revue de presse :

“Written in the same remarkable vein as Getting to Yes, this book is a masterpiece.”
—Dr. Steven R. Covey, author of The 7 Habits of Highly Effective People
 
“Powerful, practical advice. It will put your emotions to good use.”
—Archbishop Desmond Tutu
 
“A must read for anyone who negotiates—which is to say for all of us.”
—Elena Kagan, Associate Justice of the Supreme Court of the United States; former dean of Harvard Law School; and former associate counsel to the president
 
“A brilliant guide . . . Anyone who faces a difficult conversation, let alone a formal negotiation, can use this as a guidebook.”
—Daniel Goleman, author of Emotional Intelligence 
 
“Destined to take its place alongside Getting to Yes on innumerable bookshelves around the world.”
—Howard Gardner, Harvard University
 
“An indispensable real-world guide for anyone. Roger Fisher and Daniel Shapiro have brilliantly detailed a methodical system for moving emotions in a constructive direction. The NYPD Hostage Negotiation Team faces some of the most high-stakes decisions every day. We regularly apply the skills of Beyond Reason to create the straightforward dialogue that resolves the vast majority of our hostage negotiations.”
—Lt. Jack J. Cambria, commanding officer, NYPD Hostage Negotiation Team
 
“As the prosecutor of the International Criminal Court, I have to apply law to the world's most serious crimes. A real challenge is how to deal with people's emotions and to maximize the constructive impact of our work. Beyond Reason provides essential tools to understand how to develop solutions to even the most serious problem.”
—Luis Moreno-Ocampo, chief prosecutor, International Criminal Court
 
“The perfect follow-up to Getting to YES . . . The book is both profound and easy to read, based on a wide range of research and firsthand experience in negotation. There is no interaction setting—public, professional, or personal, local, or international—where its recommendations will not be applicable.”
—Elise Boudling, Dartmouth College
 
“Beyond Reason is exactly what we need now: a lucid, systematic approach to dealing with emotions, infused with a practical wisdom that will help you understand, enrich, and improve all your negotiations—and all your relations with fellow human beings.”
—Leonard L. Riskin, director, Center for the Study of Dispute Resolution, University of Missouri-Columbia
 
“The resurgence of interest in emotions has broadened the impact of research on brain and behavior. Beyond Reason takes this to a new level, showing how emotions can positively and negatively affect the way managers and other negotiators approach their goals.”
—Joseph LeDoux, author of Anxious, The Emotional Brain, and Synaptic Self
 
“Masters of diplomacy, Fisher and Shapiro of the Harvard Negotiation Project, build on Fisher's bestseller (he coauthored Getting to YES) with this instructive, clearly written book that addresses the emotions and relationships inevitably involved in negotiation.”
—Publishers Weekly (starred review)
 
“This is one of those unusual works that is so carefully constructed and written that you may find yourself praising its common sense and nodding easily in concurrence. . . . It is a book to reflect upon and that belongs on every negotiator's reference shelf.”
—The Negotiator Magazine
 
“In this valuable, clearly written book, the authors say good negotiations—in business as well as in personal or family situations—hinge on respect for others, but also respect for your own feelings.”
—USA Today

Quatrième de couverture :

Whether you're negotiating with an angry boss or a difficult colleague - or, indeed, a stubborn teenager - you can learn to stimulate emotions that help you achieve the result you want.

Building Agreement shows you how to use five 'core concerns' that motivate people:

-- Express appreciation for what others think, feel or do

-- Build affiliation; turn an adversary into a colleague

-- Respect autonomy in others and gain autonomy for yourself

-- Acknowledge status and establish your own

-- Choose a fulfilling role during every negotiation

Using the latest research of the Harvard Negotiation Project, the group that brought you the groundbreaking book Getting to Yes, this is a superb, practical guide to essential negotiation skills.

'Powerful, practical advice. It will put your emotions to good use.'

Desmond Tutu

'A brilliant guide...Anyone who faces a difficult conversation, let alone a formal negotiation, can use this as a guidebook.' Daniel Goleman, author of Emotional Intelligence

'Destined to take its place alongside Getting to Yes on innumerable bookshelves around the world.' Howard Gardner, Harvard University

Originally published in hardback under the title Beyond Reason.

À propos de cette édition

• Éditeur: Penguin Publishing Group
• Date d'édition: 2006
• ISBN 10: 0143037781
• ISBN 13: 9780143037781
• Reliure: Broché
• Numéro d'édition: 1
• Nombre de pages: 256