I recently finished reading "Beyond Reason" by Roger Fisher and Daniel Shapiro.The book is centered on an idea that emotions play an important role in negotiations and provided an analytical view on how to best manage the emotional side of negotiations.While I was aware that emotions can have a big impact on a negotiation, or even a conversation, I really enjoyed the perspective that the authors offered on dealing with people who "abuse" the power of emotions, ranging from coercion by threat to playing on sympathy.Although the advice of the authors was generally helpful, I sometimes questioned practicality of following the guidelines in day-to-day affairs.For example, the authors encouraged the readers to document and discuss each of the negotiations as part of constant learning process, often spending sixty to ninety minutes in follow up discussions.As a manager of a development team with frequent meetings, such analysis would put a significant damper on my productivity.However, I realize that the book is not intended to be followed as a "manual" and each person may have to make practical adjustments.
Overall, the book is a "must read" for everyone, not just frequent negotiators.In the book, I found a lot of advice on how to respect the emotions that govern the meeting in many different settings.Since I learn best from seeing complex concepts in action, the case study that concluded the book put a neat "bow" on a very enjoyable and valuable read.
Click Here to see more reviews about: Beyond Reason: Using Emotions as You Negotiate (Hardcover)
