Beyond reason : using emotions as you negotiate / por Roger Fisher e Daniel Shapiro. --
By: Fisher, Roger
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Contributor(s): Shapiro, Daniel.
Material type: 
BookPublisher: Estados Unidos : Viking, 2005Description: 256 p. : il.ISBN: 0670034509.Subject(s): Negociação -- Estados Unidos | Contratos -- Estados Unidos | Metodologia | Psicologia| Item type | Current location | Collection | Call number | Copy number | Status | Date due | Barcode |
|---|---|---|---|---|---|---|---|
| Livro Geral | Biblioteca Graciliano Ramos | Livro Geral | 302.3 F5331b (Browse shelf) | Ex. 1 | Available | 2022-0314 |
Introduction I. THE BIG PICTURE 1. Emotions Are Powerful, Always Present, and Hard to Handle 2. Address the Concern, Not the Emotion II. TAKE THE INITIATIVE 3. Express Appreciation - Find Merit in What Others Think, Feel, or Do and Show It 4. Build Affiliation - Turn an Adversary into a Colleague 5. Respect Autonomy - Expand Yours (and Don't Impinge upon Theirs) 6. Acknowledge Status - Recognize High Standing Wherever Deserved 7. Choose a Fulfilling Role - and Select the Activities Within It II. SOME ADDITIONAL ADVICE 8. On Strong Negative Emotions - They Happen. Be Ready 9. On Being Prepared - Prepare on Process, Substance, and Emotion I0. On Using These Ideas in the "Real World» - A Personal Account by Jamil Mahmad, Former President of Ecuador IV. CONCLUSION V. END MATTER Seven Elements of Negotiation Glossary Works Consulted Acknowledgments Analytical Table of Contents About the Authors
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