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Beyond reason: using emotions as you negotiate

Author: Fisher, Roger Publisher: Viking, 2005.Language: EnglishDescription: 246 p. ; 23 cm.ISBN: 0670034509Type of document: Book
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Asia Campus
Main Collection
Print BF637 .N4 F57 2005
(Browse shelf)
900099031
Available 900099031
Total holds: 0

Digitized

Beyond Reason
Using Emotions as You Negotiate
Contents
Introduction ix
I. THE BIG PICTURE
1. Emotions Are Powerful, Always Present, and Hard to Handle 3
2. Address the Concern, Not the Emotion 15
II. TAKE THE INITIATIVE
3. Express Appreciation
Find Merit in What Others Think, Feel, or Do - and Show It 25
4. Build Affiliation
Turn an Adversary into a Colleague 52
5. Respect Autonomy
Expand Yours (and Don't Impinge upon Theirs) 72
6. Acknowledge Status
Recognize High Standing Wherever Deserved 94
7. Choose a Fulfilling Role
And Select the Activities Within It 115
III. SOME ADDITIONAL ADVICE
8. On Strong Negative Emotions
They Happen. Be Ready. 143
9. On Being Prepared
Prepare on Process, Substance, and Emotion 169
10. On Using These Ideas in the "Real World"
A Personal Account by Jamil Mahuad, Former President of Ecuador 183
IV. CONCLUSION 203
V. END MATTER
Seven Elements of Negotiation 207
Glossary 209
Works Consulted 213
Acknowledgments 231
Analytical Table of Contents 237
About the Authors 245

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