November 2, 2005
Excerpts: Beyond Reason - Part I
Beyond Reason: Using Emotions as You Negotiate
by Roger Fisher, Daniel Shapiro
Viking - October 2005
256 Pages - 0670034509
The title of this book caught my eye. So, I picked it up and read it. It's interesting because when negotiating, emotions often come into play. They can be difficult to control much less use for a productive outcome. In Beyond Reason, Roger Fisher and Daniel Shapiro will help you recognize your emotions and use them to negotiate more effectively. The following excerpts are from chapter 8 titled "On Strong Negative Emotions: They Happen. Be Ready".
Also, if you prefer it in audio, an abridged version read by the authors is available on our audio blog. Check it out here.
About Dylan Schleicher
Dylan Schleicher has been a part of the 800-CEO-READ claque since 2003. Even though he's stayed on at the company, he has not stayed put. After beginning in shipping & receiving, he joined customer service and accounting before moving into his current, highly elliptical orbit of duties overseeing the ChangeThis and In the Books websites, the company's annual review of books and in-house design. He lives with his wife and two children in the Washington Heights neighborhood on Milwaukee's West Side.