- Hardcover: 256 pages
- Publisher: Viking USA (Oct 11 2005)
- Language: English
- ISBN-10: 0670034509
- ISBN-13: 978-0670034505
- Product Dimensions: 24.1 x 16.5 x 2.5 cm
- Shipping Weight: 431 g
- Average Customer Review: 5.0 out of 5 stars See all reviews (1 customer review)
- Amazon Bestsellers Rank: #317,414 in Books (See Top 100 in Books)
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Product Details |
Product Description
From Publishers Weekly
Starred Review. 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 the book with detailed examples of commonly faced situations—from dealing with colleagues to understanding one's spouse—and with anecdotes of high-level negotiations regarding critical matters of state (e.g., Fisher's conversation with the head of Iran's Islamic Republican Party when U.S. embassy in Teheran was seized in 1979). Fisher and Shapiro play out each situation, often toward an unsatisfactory conclusion, and then carefully analyze the negotiation and rewind it according to their behavioral framework for more favorable resolutions. Take the initiative and understand the five core concerns, they suggest, offering practical advice on understanding another's point of view, building connections, joint brainstorming, tempering strong emotions and defining an empowering temporary role. Baffled spouses, struggling middle managers and heads of state might take a cue from the convincing strategy laid out by these savvy experts. (Oct.)
Copyright © Reed Business Information, a division of Reed Elsevier Inc. All rights reserved.
Copyright © Reed Business Information, a division of Reed Elsevier Inc. All rights reserved.
From AudioFile
Two experts break new ground with this articulate lesson on the emotional dimension of negotiations. One of many insights they offer is the importance of attending to the five core concerns, or needs, that everyone has when involved in negotiation. These core concerns--appreciation, affiliation, autonomy, status, and role--are the source of much emotion, whether we want them to be or not. These concerns and clear standards for reacting to each of them are spelled out early in the lesson and serve to integrate the material that follows. Though the abridgment is a bit uneven, the insights are cutting-edge and will be a welcome change from competitive and mechanical models of negotiating. T.W. © AudioFile 2006, Portland, Maine-- Copyright © AudioFile, Portland, Maine
--This text refers to the
Audio CD
edition.
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Most helpful customer reviews
4 of 4 people found the following review helpful:
5.0 out of 5 stars
Powering Resolution through Building Positive Emotions,
By Donald Mitchell "Jesus Loves You!" (Thanks for Providing My Reviews over 109,000 Helpful Votes Globally) - See all my reviews (TOP 10 REVIEWER) (#1 HALL OF FAME)
This review is from: Beyond Reason (Hardcover)
Anyone who has ever conducted a negotiation knows that everyone involved is tense. Some people become so tense that they are not able to operate effectively. Other negotiators seem to have the touch for relaxing everyone and quickly reaching an agreement that everyone likes.
Fans of Getting to Yes have probably run into attorneys and negotiators who didn't want to play ball. These people may have been hostile, manipulative and short-sighted. But it's hard to reason with these parties using the Getting to Yes principles if you do not have your own emotions under control. Beyond Reason is a much needed and valuable resource for dealing with the emotional context for negotiations. The process for taking the initiative (express appreciation, build affiliation, respect autonomy, acknowledge status, and choose a fulfilling role) is constructive, common sense methods that anyone will feel comfortable doing. As helpful as that process is, I found the most useful advice coming in chapters 8-10 which describe how to be ready for strong emotions, being prepared for negotiations and the case history of the border dispute resolution between Ecuador and Peru. The examples in the book are well chosen to illustrate the principles and breathe life into those concepts. Roger Fisher and Daniel Shapiro have a light touch that defuses your apprehension as you address this subject. I also recommend that you read Crucial Conversations, a good complementary book on how to address strong emotions in others and yourself when they arise unexpectedly and unpleasantly.
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Most Helpful Customer Reviews on Amazon.com (beta) Amazon.com:
4.5 out of 5 stars (45 customer reviews) 39 of 39 people found the following review helpful:
5.0 out of 5 stars
Valuable book,
By Val Elbert - Published on Amazon.com
This review is from: Beyond Reason (Hardcover)
I recently finished reading "Beyond Reason" by Roger Fisher and Daniel Shapiro. The book is centered on an idea that emotions play an important role in negotiations and provided an analytical view on how to best manage the emotional side of negotiations. While I was aware that emotions can have a big impact on a negotiation, or even a conversation, I really enjoyed the perspective that the authors offered on dealing with people who "abuse" the power of emotions, ranging from coercion by threat to playing on sympathy.
Although the advice of the authors was generally helpful, I sometimes questioned practicality of following the guidelines in day-to-day affairs. For example, the authors encouraged the readers to document and discuss each of the negotiations as part of constant learning process, often spending sixty to ninety minutes in follow up discussions. As a manager of a development team with frequent meetings, such analysis would put a significant damper on my productivity. However, I realize that the book is not intended to be followed as a "manual" and each person may have to make practical adjustments. Overall, the book is a "must read" for everyone, not just frequent negotiators. In the book, I found a lot of advice on how to respect the emotions that govern the meeting in many different settings. Since I learn best from seeing complex concepts in action, the case study that concluded the book put a neat "bow" on a very enjoyable and valuable read. 36 of 38 people found the following review helpful:
5.0 out of 5 stars
An attorney's impression,
By Margaret Gold "Margie" - Published on Amazon.com
This review is from: Beyond Reason (Hardcover)
As an attorney this book has altered the way I argue my cases. It has given me insight into the negotiation process in a different way than any other book I have read on negotiation. The five core concerns have helped me when I talk with my client, other attorneys and even when I interact with the judge. I also use the five core concerns in my personal life. You can grasp them in only a few minutes, yet they have a complexity to them. When you read the chapter about the ex-President of Equador you can understand how these core concerns can work on any level - personal, professional, or political. It is a must in everyone's library.
36 of 39 people found the following review helpful:
5.0 out of 5 stars
Winning With the Other Party Feeling Good,
By John Matlock "Gunny" - Published on Amazon.com
This review is from: Beyond Reason (Hardcover)
In MBA school we are taught to negeotiate with a lot of figures, charts, graphs, etc. Once all the facts are known, the decision is simple. The problem with that is two fold: 1. They are typically based on projections that may well not be true (remember the Edsel and the Convair 880). 2. They ignore the feelings of the other person involved, and feelings are very important. Sometimes (often) a decision is made that is not to the person's best interest simply because of feelings.
This book breaks down the five core emothions of feeling appreciated, alone, imposition, put down, trivialized. It covers business negeotion, but perhaps even more important is negeotiating with teens (but not two year olds), the mentally ill (ex-wives included), the drunk in a bar. The techniques described here are given examples in buying a small item, presenting a case to the Supreme Court, to discussing border disagreements between a couple of nations. In short, we all negeotiate all the time, it works best when both parties feel that they got the best of the deal. |
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