Return to previous page

Beyond Reason

Using Emotions as You Negotiate

The book provides a framework for understanding and using emotions effectively during negotiations, emphasizing the importance of addressing the emotional dimensions to reach mutually beneficial outcomes. It outlines five core concerns that can influence people emotionally—appreciation, affiliation, autonomy, status, and role—and offers practical strategies for addressing these concerns to build rapport and make negotiations more successful.

Key points:

1. Appreciation: Acknowledge and respect the other party's feelings, values, and efforts to foster collaboration and rapport.

Books similar to "Beyond Reason":