| Description |
xii, 244 pages ; 21 cm |
| Contents |
1. Emotions are powerful, always present, and hard to handle -- 2. Address the concern, not the emotion -- 3. Express appreciation : find merit in what others think, feel, or do - and show it -- 4. Build affiliation : turn an adversary into a colleague -- 5. Respect autonomy : expand yours (and don't impinge upon theirs) -- 6. Acknowledge status : recognize high standing wherever deserved -- 7. Choose a fulfilling role : and select the activities within it -- 8. On strong negative emotions : they happen : be ready -- 9. On being prepared : prepare on process, substance, and emotion -- 10. On using these ideas in the "real world" : a personal account by Jamil Mahuad, former President of Ecuador |
| Summary |
"In Beyond Reason, you will discover five "core concerns" that motivate people: appreciation, affiliation, autonomy, status, and role. You will learn how to use these core concerns to generate helpful emotions in yourself and in others. Armed with this knowledge, you can gauge the needs of another negotiator, set the emotional tone of discussion, and reach a mutually acceptable agreement." |
| Bibliography |
Includes bibliographical references |
| Subject |
Negotiation.
|
|
Emotions.
|
| Author |
Shapiro, Daniel, 1971-
|
| ISBN |
0143037781 |
|
