Beyond Reason

Using Emotions as You Negotiate

By: Roger Fisher, Daniel Shapiro

Narrated by: Daniel Shapiro

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. In Beyond Reason, they show readers how to use emotions to turn a disagreement-big or small, professional or personal-into an opportunity for mutual gain.

A Great Help for a Course at School

This book was a required text for a grad school course. I wondered if the book was on audio, as I am a voice-over artist. I was thrilled that it was. This book was much easier to comprehend when listening, as I followed along in the book. It was straightforward; I enjoyed different voices coming in when particular people were speaking as examples. The bottom line is behaving with human decency when having to negotiate with others, and the breakdown of advice from autonomy, preparedness, affiliation, roles, etc. was carefully organized and explained into digestible bites. I enjoyed the real-world example of how the principles in this book were used by the President of Ecuador when negotiating with the President of Peru. It brought the entire book together. The only thing I did not enjoy, as a VO artist, was the mouth noise of each of the narrators. It was distracting, and I wish it could be taken down to run it through an iZotope to lessen or extract the mouth noises. That was my reasoning for the Overall and Performance being rated as a 4. This is a book that I can revisit often when dealing with all kinds of situations within my business and home. I think I may get it in paperback to add to my bookshelf.

Good not great

I did get a few good ideas however, for the time spent, I would recommend other books first.

Terrific

This was exactly what I was looking for in a book on negotiation. This book takes you beyond simple negotiation and demonstrates the value of making a connection with the client. Superb book in audio form, more effective than reading this particular book, in my opinion.

Humblingly reasonable

Great book to keep as a favorite & re-read every 5-10 years. Basically be humble, respectful, and find common ground. Excellent multiple examples and test scripts to apply to your situation.

Provides new perspective to life's negotiations.

I completed this book based on the content. It gave me a new perspective as to how to negotiate via emotions. The narration made me want to go to sleep.