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Beyond Reason Using Emotions as You Negotiate From AudioFile Two experts break new ground with this articulate lesson on the emotional dimension of negotiations. One of many insights they offer is the importance of attending to the five core concerns or needs that everyone has when involved in negotiation. These core concerns--appreciation affiliation autonomy status and role--are the source of much emotion whether we want them to be or not. These concerns and clear standards for reacting to each of them are spelled out early in the lesson and serve to integrate the material that follows. Though the abridgment is a bit uneven the insights are cutting-edge and will be a welcome change from competitive and mechanical models of negotiating. T.W. AudioFile 2006 Portland Maine-- Copyright & 169 AudioFile Portland Maine Read more
AvailabilityIn Stock $5.99
A lot of words with little content
I thought it might be more practical with strategies you can use on a day to day basis. Its ok but very high level and m
Half good half terrible
The first 4 chapters were great. Then they got progressively worse for the rest of the book
To The Point
Roger Fisher and Daniel Shapiro in their book Beyond Reason Using Emotions as You Negotiate give practical examples and
Interesting
this book is interesting in that the authors assert that in conflict people are usually lacking in one of their & 34 cor

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