Written in the same remarkable vein as Getting to Yes , this book is a masterpiece. --Dr. Steven R. Covey, author of The 7 Habits of Highly Effective People Winner of the Outstanding Book Award for Excellence in Conflict Resolution from the International Institute for Conflict Prevention and Resolution In Getting to Yes , renowned educator and negotiator Roger Fisher presented a universally applicable method for effectively negotiating personal and professional disputes. Building on his work as director of the Harvard Negotiation Project, Fisher now teams with Harvard psychologist Daniel Shapiro, an expert on the emotional dimension of negotiation and author of Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged Conflicts . In Beyond Reason , Fisher and Shapiro show readers how to use emotions to turn a disagreement-big or small, professional or personal-into an opportunity for mutual gain.
Que ce soit dans le cadre de nos relations personnelles ou professionnelles, nos émotions peuvent être un frein à la communication et même entraver les " négociations " que nous menons quotidiennement. La raison ne gouverne pas tout... mais si l'on ne naît pas négociateur, on peut heureusement le devenir. Ce livre vous montre comment. Il vous apprend à tenir compte des émotions (les vôtres et celles des autres) et à les contrôler; à engendrer des émotions positives et à neutraliser les émotions négatives - chez soi comme chez votre interlocuteur. Dès lors, chacun sera mieux à même de faire aboutir les projets, de renforcer les liens sociaux et de faciliter la résolution des conflits et la prise de décision dans tous les domaines. Négocier sans agresser tout en parvenant à ses fins... C'est désormais possible !
Shows you how to control the five 'core concerns' that motivate people: Express appreciation for what others think, feel or do; Build affiliation and turn an adversary into a colleague; Respect autonomy in others and gain autonomy in return; Acknowledge status and simultaneously establish your own worth; and Choose a fulfilling role.
** Grand Prize Winner of the 2017 Nautilus Book Award ** Are you struggling to deal with conflict in your life? In Negotiating the Nonnegotiable , Harvard negotiation expert Daniel Shapiro introduces a groundbreaking method to bridge the toughest divides--whether with family members, colleagues, or in the polarized world of politics. He reveals the hidden power of identity in fueling conflict, and presents a practical framework to reconcile even the most contentious situations. Field-tested around the world, the results are empowering.
