Beyond Reason
Using Emotions as You Negotiate
Summary:
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":
Radical Collaboration
James W. Tamm|Ronald J. Luyet
What We Say Matters
Judith Hanson Lasater|Ike K. Lasater
The Negotiation Fieldbook
Grande Lum
Negotiating in the Real World
Victor Gotbaum
Never Split the Difference
Chris Voss, Tahl Raz
The Relationship Code
Margaret McCraw
Getting Along
Amy Gallo
A Winner's Guide to Negotiating
Molly Fletcher
Nonviolent Communication
Marshall B. Rosenberg|Deepak Chopra
The Art of Negotiation
Michael Wheeler