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.