Beyond Reason: Using Emotions as You Negotiate by Roger Fisher, Daniel Shapiro

By Roger Fisher, Daniel Shapiro

In Getting to Yes, popular educator and negotiator Roger Fisher offered a universally appropriate process for successfully negotiating own disputes. construction on his paintings as director of the Harvard Negotiation undertaking, Fisher now groups with Harvard psychologist Daniel Shapiro, a professional at the emotional size of negotiation. In Beyond Reason, they express readers the way to use feelings to show a disagreement-big or small, expert or personal-into a chance for mutual gain.

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Additional resources for Beyond Reason: Using Emotions as You Negotiate

Example text

Our es- Express Appreciation 27 teem gains in value, just as the stock market appreciates as it gains in value. We become more open to listening and more motivated to cooperate. Appreciation is not just a noun that labels a concern: It is also an action. To appreciate is a verb. Appreciation takes on an added value as both a core concern and a strategic action since honestly expressing appreciation is often the best way for one person to meet many of the core concerns of another. Thus, appreciate others can be taken as a shorthand, all-purpose guide for enlisting helpful emotions in those with whom you negotiate.

It is your honest valuing of another’s perspective that makes them feel appreciated. You want to express that you understand the basis for why they feel, think, or act the way they do. While you may struggle to find value in what they say or do, look hard and imagine what their emotional experience is like, considering what concerns may be motivating their emotions. When you strongly disagree with others, try acting like a mediator. The hardest time to find merit in another’s point of view is 32 Beyond Reason when you are arguing about an issue that may be personally important.

Through the use of metaphor, you can both acknowledge emotional obstacles and turn those obstacles into problems you can deal with. If you and others are “dancing to different music,” you might ask, “How can we synchronize our moves better? ” If you and others have “hit a roadblock,” you might ask, “How can we get around this Express Appreciation 49 roadblock? ” Metaphors are commonly used by politicians, news reporters, and negotiators to provide people with a visual, visceral sense of purpose.

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