TY  - GEN
AU  - Fisher, Roger
AU  - Shapiro, Daniel
TI  - Beyond reason : using emotions as you negotiate
SN  - 9781905211074
U1  - 158.5 
PY  - 2005///
CY  - London
PB  - Random House Business Books
KW  - Negotiation
KW  - Emotions
N1  - Includes bibliographical references
N2  - Authors started this book with a clear understanding of the previous one's chief shortcoming. Though Getting to Yes introduced a powerful paradigm for negotiations, it did not fully address a critical element of most deals: emotions, and the messy human details that can distract from purely rational decision-making. If both negotiators are consistently lucid, fair, and calm, the game has a certain set of rules, but if--as in most situations--the different parties get excited, angry, sad, insulted, and so on, then those rules change. That expanded focus forms the basis for Beyond Reason. Fisher and Shapiro have structured this latest work around five key emotions which they identify as most critical to productive negotiations. Even though each situation has its own dynamics, they point to appreciation, affiliation, autonomy, status, and role as the most important for making each party comfortable enough to grasp the principles of rationality that maximize the chances for a win-win result
ER  -