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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Digital Library | E-book |
BF637 .N4 F574 2005
(Browse shelf) |
Available | |||
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Europe Campus Textbook Collection |
BF637 .N4 F574 2005
(Browse shelf) 001179666 |
Consultation only | 001179666 | |||
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Europe Campus Textbook Collection |
BF637 .N4 F574 2005
(Browse shelf) 001266764 |
Available | 001266764 | |||
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Middle East Campus Main Collection |
BF637 .N4 F57 2005
(Browse shelf) 500002665 |
Available | 500002665 |
Doriot: for 2019-2020 courses
Digitized
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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