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Beyond reason: using emotions as you negotiate

Author: Fisher, Roger ; Shapiro, DanielPublisher: Penguin Books, 2005Language: EnglishDescription: 244 p. ; 20 cm.ISBN: 0143037781 ; 9781101218877 (ebook)Type of document: Book Online Access: Click here Note: Doriot: for 2019-2020 courses
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Digital Library
E-book BF637 .N4 F574 2005
(Browse shelf)
Available
Book Europe Campus
Textbook Collection
Print BF637 .N4 F574 2005
(Browse shelf)
001179666
Consultation only 001179666
Book (short loan) Europe Campus
Textbook Collection
Print BF637 .N4 F574 2005
(Browse shelf)
001266764
Available 001266764
Book Middle East Campus
Main Collection
Print BF637 .N4 F57 2005
(Browse shelf)
500002665
Available 500002665
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Doriot: for 2019-2020 courses

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Beyond Reason Using Your Emotions As You Negotiate Contents Introduction I. THE BIG PICTURE xi 1. Emotions Are Powerful, Always Present, and Hard to Handle 2. Address the Concern, Not the Emotion II. TAKE THE INITIATIVE 3 15 3. Express Appreciation Find Merit in What Others Think, Feel, or Do and Show It 4. Build Affiliation Turn an Adversary into a Colleague 5. Respect Autonomy Expand Yours (and Don't Impinge upon Theirs) 6. Acknowledge Status Recognize High Standing Wherever Deserved 7. Choose a Fulfilling Role and Select the Activities Within It 25 52 72 94 115 x Contents 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 IV. CONCLUSION V. END MATTER 183 203 Seven Elements of Negotiation Glossary Works Consulted Acknowledgments Analytical Table of Contents 207 209 213 231 237

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