MARC record from Internet Archive

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003 OCoLC
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008 050318s2005 nyua b 000 0 eng
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100 1 $aFisher, Roger,$d1922-
245 10 $aBeyond reason :$busing emotions as you negotiate /$cRoger Fisher and Daniel Shapiro.
260 $aNew York :$bViking,$c2005.
300 $ax, 246 p. :$bill. ;$c24 cm.
504 $aIncludes bibliographical references.
505 0 $aThe big picture: Emotions are powerful, always present, and hard to handle -- Address the concern, not the emotion -- Take the initiative: Express appreciation -- Build affiliation -- Respect autonomy -- Acknowledge status -- Choose a fulfilling role -- Some additional advice: On strong negative emotions -- On being prepared -- On using these ideas in the "real world" / Jamil Mahuad.
520 $aFrom the seasoned negotiator who brought us Getting to Yes--a guide to using emotions to benefit you and others. Whether you are negotiating a business contract or curfew with your teenager, emotions can get you in trouble. They also can help you get what you want. This book shows you how. Telling a negotiator "Don't get emotional" is nonsense. We all have emotions of some kind--all the time--and these emotions deeply inform both what we want and how we go about getting it. In his Getting to Yes, master negotiator Fisher helped readers understand the mechanics of everyday agreements and how to reach them while preserving respect and self-worth. In this book, he and psychologist Shapiro share their expertise in understanding how emotions affect negotiations and, more importantly, how they can be used as a tool.--From publisher description.
650 0 $aNegotiation.
650 0 $aEmotions.
650 07 $aVerhandlungstechnik.$2swd
650 07 $aGefühlspsychologie.$2swd
700 1 $aShapiro, Daniel,$d1971-
856 42 $3Contributor biographical information$uhttp://www.loc.gov/catdir/enhancements/fy0719/2005042274-b.html
856 42 $3Publisher description$uhttp://www.loc.gov/catdir/enhancements/fy0719/2005042274-d.html
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