Fisher - Beyond Reason

BEYOND REASON

Roger Fisher teaches negotiation at Harvard Law School, where he is Williston Professor of Law Emeritus and director of the Harvard Negotiation Project. He has spent the past forty years studying, writing, and teaching about negotiation. He developed the concept of interest-based negotiation and has consulted on differences ranging from business disputes to international conflicts. He advised the Iranian and United States governments in their negotiations for the release of the American diplomats being held hostage in Tehran. He helped to design the process used by President Carter in the successful Camp David negotiations between President Sadat of Egypt and Prime Minister Begin of Israel. In South Africa, he trained the white cabinet and the African National Congress Negotiating Committee prior to the constitutional talks that led to the end of apartheid. He advised three of the five Central American countries on a regional peace plan in advance of the Esquipulas II Treaty, and he worked with the president of Ecuador on a negotiation process that helped to end a longstanding border dispute between Ecuador and Peru. He continues his active interest in working on issues of this kind.

Daniel Shapiro, Ph.D., associate director of the Harvard Negotiation Project, is on the faculty at Harvard Law School and in the psychiatry department at Harvard Medical School/McLean Hospital. He holds a doctorate in clinical psychology and specializes in the psychology of negotiation. He directs the International Negotiation Initiative, a Harvard-based project that develops psychologically focused strategies to reduce ethnopolitical violence. He has been on the faculty at the Sloan School of Management, Massachusetts Institute of Technology, and teaches negotiation to corporate executives and diplomats. He has extensive international experience, including training Serbian members of parliament, Mideast negotiators, Macedonian politicians, and senior U.S. officials. During the Bosnian war, he conducted conflict management training in Croatia and Serbia. Through funding from the Soros Foundation, he developed a conflict management program that now reaches nearly one million people across twenty-five countries.

• Visit our Web site at www.beyond-reason.net for news and reviews; a free chart to help you prepare for your negotiations; practical ways to learn more; and resources to help you teach Beyond Reason s ideas to students, clients, or others.
• To contact the authors with questions, comments, and inquiries about lectures or consultation, please e-mail us at rogeranddan@beyond-reason.net.
• To learn more about the Harvard Negotiation Project, visit www.pon.Harvard.edu/hnp.

Using Emotions as You Negotiate

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First published in the United States of America by Viking Penguin,
a member of Penguin Group (USA) Inc. 2005
Published in Penguin Books 2006

Copyright Roger Fisher and Daniel L. Shapiro, 2005
All rights reserved