MARC Record from harvard_bibliographic_metadata

LEADER: 02033nam a2200241Ka 4500
001 010195792-0
005 20070307164254.0
008 061030t20062005nyua b 000 0 eng
020 $a0143037781 (pbk.) :$c$15.00
035 0 $aocm74670610
040 $aOC2$cOC2
100 1 $aFisher, Roger,$d1922-2012.
245 10 $aBeyond reason :$busing emotions as you negotiate /$cRoger Fisher and Daniel Shapiro.
260 $aNew York :$bPenguin Books,$c2006, c2005.
300 $axii, 244 p. ;$c21 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: turn an adversary into a colleague -- Respect autonomy -- Acknowledge status -- Choose a fulfilling role -- On strong negative emotions -- Be prepared on process, substance, and emotion -- On using these ideas in the real world / Jamil Mahuad, former President of Ecuador -- Seven elements of negotiation.
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.
700 1 $aShapiro, Daniel,$d1971-
988 $a20061220
906 $0OCLC