Fisher Roger - Beyond Reason
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- Book:Beyond Reason
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- Year:2005;1986
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Winner of the Outstanding Book Award for Excellence in Conflict Resolution from the International Institute for Conflict Prevention and Resolution
In Getting to Yes, renowned educator and negotiator Roger Fisher presented a universally applicable method for effectively negotiating personal and professional disputes. Building on his work as director of the Harvard Negotiation Project, Fisher now teams with Harvard psychologist Daniel Shapiro, an expert on the emotional dimension of negotiation and author of Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged Conflicts. In Beyond Reason, Fisher and Shapiro show readers how to use emotions to turn a disagreement-big or small, professional or personal-into an opportunity for...
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Praise for Beyond Reason
Winner of the Outstanding Book Award for Excellence in Conflict Resolution from the International Institute for Conflict Prevention and Resolution
Masters of diplomacy, Fisher and Shapiro, of the Harvard Negotiation Project, build on Fishers bestseller (he coauthored Getting to YES) with this instructive, clearly written book that addresses the emotions and relationships inevitably involved in negotiation.
Publishers Weekly (starred review)
This is one of those unusual works that is so carefully constructed and written that you may find yourself praising its common sense and nodding easily in concurrence.... It is a book to reflect upon and that belongs on every negotiators reference shelf.
The Negotiator Magazine
An extraordinarily clear account of the complex effects of human emotions in social exchange that should raise the level of civility and effectiveness in all our interactions, whether we are negotiating or dining with a friend.
Jerome Kagan, Harvard University
An indispensable real world guide for anyone. Roger Fisher and Daniel Shapiro have brilliantly detailed a methodical system for moving emotions in a constructive direction. The NYPD Hostage Negotiation Team faces some of the most high-stakes decisions every day. We regularly apply the skills of Beyond Reason to create the straightforward dialogue that resolves the vast majority of our hostage negotiations.
Lt. Jack J. Cambria, commanding officer, NYPD Hostage Negotiation Team
In this valuable, clearly written book, the authors say good negotiationsin business as well as in personal or family situationshinge on respect for others, but also respect for your own feelings.
USA Today
As the Prosecutor of the International Criminal Court, I have to apply law to the worlds most serious crimes. A real challenge is how to deal with peoples emotions and to maximize the constructive impact of our work. Beyond Reason provides essential tools to understand how to develop solutions to even the most serious problem.
Luis Moreno-Ocampo, chief prosecutor, International Criminal Court
The perfect follow-up to Getting to YES... The book is both profound and easy-to-read, based on a wide range of research and firsthand experience in negotiation. There is no interaction settingpublic, professional or personal, local or internationalwhere its recommendations will not be applicable.
Elise Boulding, Dartmouth College
Beyond Reason is exactly what we need now: a lucid, systematic approach to dealing with emotions, infused with a practical wisdom that will help you understand, enrich, and improve all your negotiationsand all your relations with fellow human beings.
Leonard L. Riskin, director, Center for the Study of Dispute Resolution, University of Missouri-Columbia
The resurgence of interest in emotions has broadened the impact of research on brain and behavior. Beyond Reason takes this to a new level, showing how emotions can positively and negatively affect the way managers and other negotiators approach their goals.
Joseph LeDoux, author of The Emotional Brain and Synaptic Self
Beyond Reason truly takes Getting to YES to the next level, integrating emotional sophistication into the canonical approach.... Where the first book taught us to create value in the face of the emotional rollercoaster that is any negotiation, the new book [Beyond Reason] teaches us how to change the roller-coasterif not into a Sunday drive, then at least into a more predictable commute.
Negotiation Journal
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 Reasons 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.
Beyond
Reason
Using Emotions
as You Negotiate
Roger Fisher
and
Daniel Shapiro
PENGUIN BOOKS
Published by the Penguin Group
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