21 of 21 people found the following review helpful
Terrific book on dealing with emotions in negotiations,
This review is from: Beyond Reason: Using Emotions as You Negotiate (Hardcover)
This book by Roger Fisher and Daniel Shapiro has rightfully won a prize offered by the International Institute for Conflict Prevention and Resolution for the best book on negotiation. The book focuses on the important role emotions play in negotiations and offers a practical framework for dealing with them constructively. Throughout the book Fisher and Shapiro present recognizable examples, ranging for day to day situations we all encounter to political negotiations with huge impact for millions.
For me, the most interesting part of the book is were the authors explain five core concerns -- appreciation, affiliation, autonomy, status and role -- and their effect on decision making. They provide sensible advice on how to use these concerns as levers to keep negotiations constructive. Here is a quote from the book giving you an example: "Perhaps the most powerful way to soothe someone's emotions is to appreciate their concerns. There are three elements in appreciating someone. You want to UNDERSTAND the other's point of view; FIND MERIT in what they are thinking, feeling, or doing; and COMMUNICATE the merit you see." I think that is a terrific way to put it!
The content of this book is one thing that makes it worthwhile. Another reason why I like it is that it is exceptionally well-structured. I like it when authors do their very best to make it as easy as possible for readers to understand their core messages. Fisher and Shapiro succeed very well in this.