The author of "Getting to Yes" teams with Harvard psychologist Daniel Shapiro to show readers how to use emotions to turn a disagreement--big or small, professional or personal--into an opportunity for mutual gain.

Reviews

Masters of diplomacy, Fisher and Shapiro, of the Harvard Negotiation Project, build on Fisher's bestseller (he co-authored Getting to YES) with this instructive, clearly written book that addresses the emotions and relationships inevitably involved in negotiation. Identifying five core concerns that stimulate emotion-appreciation, affiliation, autonomy, status and role-the authors explain how to control and leverage your own and others' emotions for better end-results. They enliven the book with detailed examples of commonly faced situations-from dealing with colleagues to understanding one's spouse-and with anecdotes of high-level negotiations regarding critical matters of state (e.g., Fisher's conversation with the head of Iran's Islamic Republican Party when U.S. embassy in Teheran was seized in 1979). Fisher and Shapiro play out each situation, often toward an unsatisfactory conclusion, and then carefully analyze the negotiation and rewind it according to their behavioral framework for more favorable resolutions. Take the initiative and understand the five core concerns, they suggest, offering practical advice on understanding another's point of view, building connections, joint brainstorming, tempering strong emotions and defining an empowering temporary role. Baffled spouses, struggling middle managers and heads of state might take a cue from the convincing strategy laid out by these savvy experts. (Oct.) Copyright 2005 Reed Business Information.

Fisher, whose Getting to Yes has sold three million copies, is joined by the associate director of the Harvard Negotiation Project in this account of how to use one's emotions to get to yes. Copyright 2005 Reed Business Information.

A brilliant guide... Anyone who faces a difficult conversation, let alone a formal negotiation, can use this as a guidebook. (Daniel Goleman, author of "Emotional Intelligence")