Beyond Reason: Using Emotions as You Negotiate
Masters of diplomacy, Fisher and Shapiro, of the Harvard Negotiation Project, build on Fisher’s bestseller (he co-authored Getting to YES) with this instructive, clearly written book that addresses the emotions and relationships inevitably involved in negotiation. Identifying five core concerns that stimulate emotion-appreciation, affiliation, autonomy, status and role-the authors explain how to control and leverage your own and others’ emotions for better end-results. They enliven … [ Read more ]
Content: Book | Authors: Daniel Shapiro, Roger Fisher | Subject: Negotiation
Getting to Yes: Negotiating Agreement Without Giving In
Content: Book | Author: Roger Fisher | Subject: Management