Beyond reason : using emotions as you negotiate / Roger Fisher and Daniel Shapiro.

I. The big picture -- 1. The big picture Emotions are powerful, always present, and hard to handle -- 2. Address the concern, not the emotion -- II. Take the initiative -- 3. Express appreciation -- 4. Build affiliation -- 5. Respect autonomy -- 6. Acknowledge status -- 7. Choose a fulfilling role -- III. Some additional advice -- 8. On strong negative emotions -- 9. On being prepared -- 10. On using these ideas in the "real world" : a personal account by Jamil Mahuad, former President of Ecuador.

Emotions matter. In Beyond Reason, you will discover how to use emotions to turn a disagreement - big or small, professional or personal - into an opportunity for mutual gain. Beyond Reason offers straightforward, powerful advice for dealing with emotions in even your toughest negotiations, whether with a difficult colleague or your angry spouse. You will discover five 'core concerns' that lie at the heart of most emotional challenges. And more important, you will learn how to address these concerns to improve your relationships and get the results you want. The advice builds on previous work of the Harvard Negotiation Project, the group that brought you the groundbreaking Getting to Yes. World-renowned negotiator Roger Fisher teams with psychologist Daniel Shapiro, an expert on the emotional dimension of negotiation, to bring you this indispensable new classis." -- Back cover