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| beyond reason fisher shapiro: Beyond Reason Roger Fisher, Daniel Shapiro, 2005-10-06 “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. |
| beyond reason fisher shapiro: Beyond Reason Roger Fisher, Daniel Shapiro, 2006-09-26 “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. |
| beyond reason fisher shapiro: Getting to Yes Roger Fisher, William Ury, Bruce Patton, 1991 Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement. |
| beyond reason fisher shapiro: Negotiating the Nonnegotiable Daniel Shapiro, 2016-04-19 “One of the most important books of our modern era” –Amb. Jaime de Bourbon For anyone struggling with conflict, this book can transform you. Negotiating the Nonnegotiable takes you on a journey into the heart and soul of conflict, providing unique insight into the emotional undercurrents that too often sweep us out to sea. With vivid stories of his closed-door sessions with warring political groups, disputing businesspeople, and families in crisis, Daniel Shapiro presents a universally applicable method to successfully navigate conflict. A deep, provocative book to reflect on and wrestle with, this book can change your life. Be warned: This book is not a quick fix. Real change takes work. You will learn how to master five emotional dynamics that can sabotage conflict outside your awareness: 1. Vertigo: How can you avoid getting emotionally consumed in conflict? 2. Repetition compulsion: How can you stop repeating the same conflicts again and again? 3. Taboos: How can you discuss sensitive issues at the heart of the conflict? 4. Assault on the sacred: What should you do if your values feel threatened? 5. Identity politics: What can you do if others use politics against you? In our era of discontent, this is just the book we need to resolve conflict in our own lives and in the world around us. |
| beyond reason fisher shapiro: Building Agreement Roger Fisher, Daniel Shapiro, 2007 Whether you're negotiating with an angry boss or a difficult colleague - or, indeed, a stubborn teenager - you can learn to stimulate emotions that help you achieve the result you want. Building Agreement shows you how to use five 'core concerns' that motivate people: -- Express appreciation for what others think, feel or do -- Build affiliation; turn an adversary into a colleague -- Respect autonomy in others and gain autonomy for yourself -- Acknowledge status and establish your own -- Choose a fulfilling role during every negotiation Using the latest research of the Harvard Negotiation Project, the group that brought you the groundbreaking book Getting to Yes, this is a superb, practical guide to essential negotiation skills. 'Powerful, practical advice. It will put your emotions to good use.' Desmond Tutu '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 'Destined to take its place alongside Getting to Yes on innumerable bookshelves around the world.' Howard Gardner, Harvard University Originally published in hardback under the title Beyond Reason. |
| beyond reason fisher shapiro: Getting Together Roger Fisher, Scott Brown, 1989-09-01 Expanding on the principles, insights, and wisdom that made Getting to Yes a worldwide bestseller, Roger Fisher and Scott Brown offer a straightforward approach to creating relationships that can deal with difficulties as they arise. Getting Together takes you step-by-step through initiating, negotiating, and sustaining enduring relationships -- in business, in government, between friends, and in the family. |
| beyond reason fisher shapiro: Beyond Winning Robert H. Mnookin, Scott R. Peppet, Andrew S. Tulumello, 2004-04-15 Conflict is inevitable, in both deals and disputes. Yet when clients call in the lawyers to haggle over who gets how much of the pie, traditional hard-bargaining tactics can lead to ruin. Too often, deals blow up, cases don’t settle, relationships fall apart, justice is delayed. Beyond Winning charts a way out of our current crisis of confidence in the legal system. It offers a fresh look at negotiation, aimed at helping lawyers turn disputes into deals, and deals into better deals, through practical, tough-minded problem-solving techniques. In this step-by-step guide to conflict resolution, the authors describe the many obstacles that can derail a legal negotiation, both behind the bargaining table with one’s own client and across the table with the other side. They offer clear, candid advice about ways lawyers can search for beneficial trades, enlarge the scope of interests, improve communication, minimize transaction costs, and leave both sides better off than before. But lawyers cannot do the job alone. People who hire lawyers must help change the game from conflict to collaboration. The entrepreneur structuring a joint venture, the plaintiff embroiled in a civil suit, the CEO negotiating an employment contract, the real estate developer concerned with environmental hazards, the parent considering a custody battle—clients who understand the pressures and incentives a lawyer faces can work more effectively within the legal system to promote their own best interests. Attorneys exhausted by the trench warfare of cases that drag on for years will find here a positive, proven approach to revitalizing their profession. |
| beyond reason fisher shapiro: Beyond Machiavelli Roger Fisher, Elizabeth Kopelman, Andrea Kupfer Schneider, 1996-01-01 Fisher and two colleagues associated with the Harvard Negotiation Project, Harvard Law School, spell out conflict resolution techniques useful at the international level, and also in other contexts.—Book News, Inc. |
| beyond reason fisher shapiro: Passion and Reason Richard S. Lazarus, Bernice N. Lazarus, 1994-11-03 When Oxford published Emotion and Adaptation, the landmark 1991 book on the psychology of emotion by internationally acclaimed stress and coping expert Richard Lazarus, Contemporary Psychology welcomed it as a brightly shining star in the galaxy of such volumes. Psychiatrists, psychologists and researchers hailed it as a masterpiece, a major breakthrough in our understanding of the emotional process and its central role in our adaptation as individuals and as a species. What was still needed, however, was a book for general readers and health care practitioners that would dispel the myths still surrounding cultural beliefs about emotion and systematically explain the relevance of the new research to the emotional dramas of our everyday lives. Now, in Passion and Reason, Lazarus draws on his four decades of pioneering research to bring readers the first book to move beyond both clinical jargon and feel-good popular psychology to really explain, in plain, accessible language, how emotions are aroused, how they are managed, and how they critically shape our views of ourselves and the world around us. With his co-author writer Bernice Lazarus, Dr. Lazarus explores the latest findings on the short and long-term causes and effects of various emotions, including the often conflicting research on stress management and links between negative emotions and heart disease, cancer, and other aspects of physical and psychological health. Lazarus makes a strong case that contrary to common assumption, emotions are not irrational--our emotions and our analytical thought processes are inextricably linked. While not a how-to book, Passion and Reason does describe how readers can interpret what lies behind their own emotions and those of their families, friends, and co-workers, and how to manage them more effectively. Exploring fifteen emotions in depth, from love to jealousy, the authors show how the personal meaning we give to the events and conditions of our lives trigger such emotions as anger, anxiety, guilt, and pride. They provide fascinating vignettes to frame a biography of each emotion. Some are composite case histories drawn from Dr. Lazarus's long career, but most are stories of people the Lazaruses have known over the years--people whose emotional fears, conflicts, and desires mirror readers' own. The Lazaruses also offer a special chapter on the diverse strategies of coping people use in managing their emotions, and another, When Coping Fails, on psychotherapy and its approaches to emotional stress and dysfunction, from traditional Freudian psychoanalysis to continuing research into relaxation techniques, meditation, hypnosis, and biofeedback. Packed with insight and compellingly readable, Passion and Reason will enrich all readers fascinated by our emotional lives. |
| beyond reason fisher shapiro: Beyond Reason Margaret Trudeau, 1979-01-01 |
| beyond reason fisher shapiro: Bullies, Tyrants, and Impossible People Ronald M. Shapiro, Mark A. Jankowski, James M. Dale, 2005-06-07 The impossible people who make life’s journey so difficult are everywhere—at the office, in restaurants, on airplanes, living next door, members of your own family. They’re . . . • your “nothing is ever good enough” boss • the “no price is ever low enough” client • the next-door neighbor who redefines the meaning of paranoia • the maître d’ who looks through you as if you don’t exist • the father-in-law who you know is always thinking about how much better a life his Janey or Joey would have if only married to someone other than you Ron Shapiro and Mark Jankowski give you a simple and highly effective 4-point plan for dealing with all of them and more—N.I.C.E. Their system shows you how to neutralize your emotions so you don’t just react but act purposefully and wisely. It enables you to identify the type of bully, tyrant, or impossible person you’re facing—the situationally difficult (something has happened that turns an otherwise reasonable person into a temporary terror); the strategically difficult (she has empirical evidence that being difficult is a strategy that gets results); or simply difficult (being difficult is his 24/7 M.O.). Then you’ll learn how to shape the outcome by controlling the encounter and, finally, how to get “unstuck” by exploring your options. Using colorful stories from all walks of life— “He called me the scum of the earth and it went downhill from there,” “First, lock all your vendors in a small room,” and “The boss from hell”—the authors bring their lessons to life, from business life to family life. |
| beyond reason fisher shapiro: A Special Education Dana Buchman, Charlotte Farber, 2009-04-13 The celebrated designer Dana Buchman knew almost nothing about “learning differences” when her daughter, Charlotte, was diagnosed with disabilities as a toddler. She soon discovered that the hard work and determination that had taken her from the Ivy League to her own fashion label wouldn't be enough to deal with Charlotte's disabilities; she would have to acquire a new skill set-to be able to see Charlotte as a person with unique abilities. A moving mother-daughter story, A Special Education is an inspiring account of one mother's journey to acceptance and understanding, as well as a family's triumph over daunting circumstances. |
| beyond reason fisher shapiro: The Blackwell Handbook of Mediation Margaret S. Herrman, 2009-02-09 This handbook invites readers who are interested in mediation,negotiation and conflict resolution to share the perspectives ofexperts in the field. Contributors include scholars, mediators, trainers andnegotiators, all of whom are passionate about their work. Emphasises both internal and external factors as importantsources of influence when negotiating conflicts. Explores the cultural and institutional frameworks that haveshaped intervention processes. Considers what techniques might work when, how and why. Demonstrates the sophistication of contemporary studies ofmediation, negotiation and conflict resolution. |
| beyond reason fisher shapiro: Built to Win Lawrence Susskind, Hallam Movius, 2009-05-05 Companies that consistently negotiate more valuable agreements?in ways that protect key relationships?enjoy an important but often overlooked competitive advantage. Until now, most companies have sought to improve their negotiation outcomes by sending individuals to training workshops. But this new groundbreaking book, using real-world examples from leading companies, shows a more powerful and less expensive way to achieve this. In Built to Win, authors Susskind and Movius argue that negotiation must be a strategic core competency. Drawing on their decades of training and consulting work, as well as a robust theory of negotiation, the authors provide a step-by-step model for building organizational competence. They show why the approach of ?training and more training? is a weak strategy. The authors also describe the organizational barriers that so often plague even experienced negotiators, and recommend ways of overcoming them. Built to Win explains the crucial role that leaders must play in setting goals, aligning incentives, pinpointing metrics, and supporting learning platforms to promote long-term success. A final chapter provides practical ?how-to? tools to help you start your own organizational improvement process. This book will be invaluable to CEOs, senior-level managers, HR business leaders, human resource professionals, sales and purchasing managers, and others who negotiate regularly. |
| beyond reason fisher shapiro: The Handbook of Dispute Resolution Michael L. Moffitt, Robert C. Bordone, 2012-06-28 This volume is an essential, cutting-edge reference for all practitioners, students, and teachers in the field of dispute resolution. Each chapter was written specifically for this collection and has never before been published. The contributors--drawn from a wide range of academic disciplines--contains many of the most prominent names in dispute resolution today, including Frank E. A. Sander, Carrie Menkel-Meadow, Bruce Patton, Lawrence Susskind, Ethan Katsh, Deborah Kolb, and Max Bazerman. The Handbook of Dispute Resolution contains the most current thinking about dispute resolution. It synthesizes more than thirty years of research into cogent, practitioner-focused chapters that assume no previous background in the field. At the same time, the book offers path-breaking research and theory that will interest those who have been immersed in the study or practice of dispute resolution for years. The Handbook also offers insights on how to understand disputants. It explores how personality factors, emotions, concerns about identity, relationship dynamics, and perceptions contribute to the escalation of disputes. The volume also explains some of the lessons available from viewing disputes through the lens of gender and cultural differences. |
| beyond reason fisher shapiro: The Tech Solution Shimi Kang, 2020-08-18 A Harvard-trained psychiatrist and mom of 3 gives parents and educators the tech habits children need to achieve their full potential--and a 6-step plan to put them into action. You may have picked up on some warning signs: The more your 9-year-old son plays video games, the more distracted and irritable he becomes. Or maybe comparing her life to others on social media is leaving your teenaged daughter feeling down. Then there are the questions that are always looming: Should I limit screen time? Should I give my 11-year-old an iPhone? The Tech Solution is a to-the-point resource for parents and educators who want the best approach for raising kids in our digital world. It outlines all you need to know about the short-term and potential long-term consequences of tech use. Dr. Kang simplifies cutting edge neuroscience to reveal a new understanding around how we metabolize experiences with technology that will lay the foundation for lasting success. On top of that, she offers practical advice for tackling specific concerns in the classroom or at home, whether it's possible tech addiction, anxiety, cyberbullying, or loneliness. With her 6-week 6-step plan for rebalancing your family's tech diet, Dr. Kang will help your child build healthy habits and make smart choices that will maximize the benefits of tech and minimize its risks. Use The Tech Solution to help your child avoid the pitfalls of today's digital world and to offer them guidance that will boost their brains and bodies, create meaningful connections, explore creative pursuits, and foster a sense of contribution and empowerment for many years to come. |
| beyond reason fisher shapiro: The Book of Real-World Negotiations Joshua N. Weiss, 2020-07-24 Real world negotiation examples and strategies from one of the most highly respected authorities in the field This unique book can help you change your approach to negotiation by learning key strategies and techniques from actual cases. Through hard to find real world examples you will learn exactly how to effectively and productively negotiate. The Book of Real World Negotiations: Successful Strategies from Business, Government and Daily Life shines a light on real world negotiation examples and cases, rather than discussing hypothetical scenarios. It reveals what is possible through preparation, persistence, creativity, and taking a strategic approach to your negotiations. Many of us enter negotiations with skepticism and without understanding how to truly negotiate well. Because we lack knowledge and confidence, we may abandon the negotiating process prematurely or agree to deals that leave value on the table. The Book of Real World Negotiations will change that once and for all by immersing you in these real world scenarios. As a result, you’ll be better able to grasp the true power of negotiation to deal with some of the most difficult problems you face or to put together the best deals possible. This book also shares critical insights and lessons for instructors and students of negotiation, especially since negotiation is now being taught in virtually all law schools, many business schools, and in the field of conflict resolution. Whether you’re a student, instructor, or anyone who wants to negotiate successfully, you’ll be able to carefully examine real world negotiation situations that will show you how to achieve your objectives in the most challenging of circumstances. The cases are organized by realms—domestic business cases, international business cases, governmental cases and cases that occur in daily life. From these cases you will learn more about: Exactly how to achieve Win-Win outcomes The critical role of underlying interests The kind of thinking that goes into generating creative options How to consider your and the other negotiator’s Best Alternative to a Negotiated Agreement (BATNA) Negotiating successfully in the face of power Achieving success when negotiating cross-culturally Once you come to understand through these cases that negotiation is the art of the possible, you’ll stop saying a solution is impossible. With the knowledge and self-assurance you gain from this book, you’ll roll up your sleeves and keep negotiating until you reach a mutually satisfactory outcome! |
| beyond reason fisher shapiro: The Handbook of Negotiation and Culture Michele J. Gelfand, Jeanne M. Brett, 2004-07-28 In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiation—research-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmas—and provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture. The book is organized in three sections and pairs chapters on negotiation theory with chapters on culture. The first part emphasizes psychological processes—cognition, motivation, and emotion. Part II examines the negotiation process. The third part emphasizes the social context of negotiation. A final chapter synthesizes the main themes of the book to illustrate how scholars and practitioners can capitalize on the synergy between culture and negotiation research. |
| beyond reason fisher shapiro: Practical Guide to Negotiating in the Military Stefan Eisen, 2019 A Practical Guide to Negotiating in the Military, 3rd edition outlines and provides frameworks for assessing and using five essential negotiating strategies tailored to the military environment. It includes applications to enhance the readers' understanding of these five strategies, properly evaluate situations, and select the most appropriate strategy--Provided by publisher. |
| beyond reason fisher shapiro: Queen Bee Moms & Kingpin Dads Rosalind Wiseman, Elizabeth Rapoport, 2007-01-30 What happens to Queen Bees and Wannabes when they grow up? Even the most well-adjusted moms and dads can experience peer pressure and conflicts with other adults that make them act like they’re back in seventh grade. In Queen Bee Moms & Kingpin Dads, Rosalind Wiseman gives us the tools to handle difficult situations involving teachers and other parents with grace. Reassuring, funny, and unfailingly honest, Wiseman reveals: • Why PTA meetings and Back-to-School nights tap into parents’ deepest insecurities • How to recognize the archetypal moms and dads—from Caveman Dad to Hovercraft Mom • How and when to step in and step out of your child’s conflicts with other children, parents, teachers, or coaches • How to interpret the code phrases other parents use to avoid (or provoke) confrontation • Why too many well-meaning dads sit on the sidelines, and how vital it is that they step up to the plate • What to do and say when the playing field becomes an arena for people to bully and dominate other kids and adults • How to have respectful yet honest conversations with other parents about sex and drugs when your values are in conflict • How the way you handle parties, risky behavior, and academic performance affects your child • How unspoken assumptions about race, religion, and other hot-button subjects sabotage parents’ ability to work together Queen Bee Moms & Kingpin Dads is filled with the kind of true stories that made Wiseman’s New York Times bestselling book Queen Bees & Wannabes impossible to put down. There are tales of hardworking parents with whom any of us can identify, along with tales of outrageously bad parents—the kind we all have to reckon with. For instance, what do you do when parents donate a large sum of money to a school and their child is promptly transferred into the honors program–while your son with better grades doesn’t make the cut? What about the mother who helps her daughter compose poison-pen e-mails to yours? And what do you say to the parent-coach who screams at your child when the team is losing? Wiseman offers practical advice on avoiding the most common parenting “land mines” and useful scripts to help you navigate difficult but necessary conversations. Queen Bee Moms & Kingpin Dads is essential reading for parents today. It offers us the tools to become wiser, more relaxed parents–and the inspiration to speak out, act according to our values, show humility, and set the kind of example that will make a real difference in our children’s lives. Also available as a Random House AudioBook and as an eBook |
| beyond reason fisher shapiro: Girlvana Ally Maz, 2021-06-15 A handbook for the self--a compassionate, honest, and personal guide to empowering yourself, and others, for a safer and more inclusive world. BEING A TEENAGER can be a beautiful time in your life. But it can also be one filled with self-doubt, worries, and complicated relationships. Focusing on school and activities, friendship and family, feeling comfortable in your body, knowing and celebrating who you are in this world--it's hard to do all at once. Sometimes it may feel as though you're not doing it right, or that you don't know how to do it. Sometimes you may feel alone, and like you don't fit in--because you don't look like other people, or because you're not the right size or shape or skin color. It's tough to feel like you belong when so many things, like social media and the internet, are telling you that you don't. Girlvana will inspire you to connect with your body, mind, and community to become the best possible version of yourself. Using the ancient teachings of yoga and the foundations of meditation and breathwork, this book will teach you to explore yourself from the outside in--to honor your body, to invite and accept your feelings, to work through tough conversations and negative thoughts--to develop self-acceptance and self-love. Along the way, you'll also discover the power of finding and using your voice so you can become a better friend and ally; so you can speak out and fight against injustices and inequities; so you can use your privilege for good; and so you can, ultimately, demand change for a brighter world. Featuring yoga flows and meditations, and including breathing exercises and journaling prompts, Girlvana is the essential guide for any self-identified young woman in today's world. |
| beyond reason fisher shapiro: The Mind and Heart of the Negotiator Leigh L. Thompson, 2012 For undergraduate and graduate-level business courses that cover the skills of negotiation. This text provides an integrated view of what to do and what to avoid at the bargaining table, facilitated by an integration of theory, scientific research, and practical examples. |
| beyond reason fisher shapiro: All Things Being Equal J. A. Monteleone, 2002-12-01 |
| beyond reason fisher shapiro: Hostage at the Table George Kohlrieser, 2011-01-06 George Kohlrieser—an international leadership professor, consultant, and veteran hostage negotiator—explains that it is only by openly facing conflict that we can truly progress through the most difficult business challenges. In this provocative book, he reveals how the proven techniques and psychological insights used in hostage negotiation can be applied successfully to any personal or business relationship. Step by step, he outlines the seven key factors that anyone can use to remove the blocks that stand in the way of resolving tough problems and shows how business leaders, in particular, can develop and access the skills they need to create trust and a positive mind-set in their companies. |
| beyond reason fisher shapiro: Why Evolution is True Jerry A. Coyne, 2009 Weaves together the many threads of modern work in genetics, palaeontology, geology, molecular biology, anatomy and development that demonstrate the processes first proposed by Darwin and to present them in a crisp, lucid, account accessible to a wide audience. |
| beyond reason fisher shapiro: Conflict and Communication Daniel Shapiro, 2004 Annotation Conflict and Communication offers educators a practical curriculum on conflict management that helps students understand the nature of conflict and learn the skills that will enable them to deal with conflicts in their lives. The book is divided into two parts: Conflict Management and Student Mediation. Conflict Management contains 60 hands-on activities that help students understand how personal values are formed, how misperceptions and misunderstandings arise and affect relationships, and how they can communicate effectively. The activities explain the roots and consequences of conflict, offer specific strategies for dealing with conflict, and help students discover basic human rights and their connection to conflict.--BOOK JACKET.Title Summary field provided by Blackwell North America, Inc. All Rights Reserved |
| beyond reason fisher shapiro: Say Less, Get More Fotini Iconomopoulos, 2021-04-20 Negotiation without fear, for everyone, everywhere Nicknamed “the negotiator” as a child, Fotini Iconomopoulos has been honing her skills her entire life. As a sought-after expert, for more than a decade she’s been empowering Fortune 500 executives and their teams to achieve their objectives, guiding them through high-stakes scenarios in industries such as consumer packaged goods, retail, professional services, energy, telecommunications, tech and finance. Now for the first time, Iconomopoulos shares her simple and innovative strategies, debunks common negotiation myths and explains why effective negotiation does not follow a one-size fits all/art of the deal approach. In Say Less, Get More you’ll find out how to: Assess where your situation falls on the negotiation spectrum so you can adjust your tactics accordingly Understand who you are negotiating with, their background and their goals, in order to develop your approach Determine your starting position, your final outcome and a strategy to get there Manage the negotiation process, overcome obstacles and find common ground Communicate effectively in any scenario, including learning what to say and when to say it if you can’t reach a deal Develop and foster excellent client relationships and networks Once you are armed with Iconomopoulos’s sensible strategies and proven advice, you’ll be able to confidently get what you want in business and in life. |
| beyond reason fisher shapiro: Negotiation Genius Deepak Malhotra, Max Bazerman, 2007-09-25 From two leaders in executive education at Harvard Business School, here are the mental habits and proven strategies you need to achieve outstanding results in any negotiation. Whether you’ve “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out of preparing for and executing negotiations—whether they involve multimillion-dollar deals or improving your next salary offer. What sets negotiation geniuses apart? They are the men and women who know how to: •Identify negotiation opportunities where others see no room for discussion •Discover the truth even when the other side wants to conceal it •Negotiate successfully from a position of weakness •Defuse threats, ultimatums, lies, and other hardball tactics •Overcome resistance and “sell” proposals using proven influence tactics •Negotiate ethically and create trusting relationships—along with great deals •Recognize when the best move is to walk away •And much, much more This book gets “down and dirty.” It gives you detailed strategies—including talking points—that work in the real world even when the other side is hostile, unethical, or more powerful. When you finish it, you will already have an action plan for your next negotiation. You will know what to do and why. You will also begin building your own reputation as a negotiation genius. |
| beyond reason fisher shapiro: Entrepreneurial Negotiation Samuel Dinnar, Lawrence Susskind, 2018-08-31 The great majority of startups fail, and most entrepreneurs who have succeeded have had to bounce back from serious mistakes. Entrepreneurs fumble key interactions because they don’t know how to handle the negotiation challenges that almost always arise. They mistakenly believe that deals are about money when they are much more complicated than that. This book presents entrepreneurship as a series of interactions between founders, partners, potential partners, investors and others at various stages of the entrepreneurial process - from seed to exit. There are plenty of authors offering ‘tips’ on how to succeed as an entrepreneur, but no one else scrutinizes the negotiation mistakes that successful entrepreneurs talk about with the authors. As Dinnar and Susskind show, learning to handle emotions, manage uncertainty, cope with technical complexity and build long-term relationships are equally or even more important. This book spotlights eight big mistakes that entrepreneurs often make and shows how most can be prevented with some forethought. It includes interviews with high-profile entrepreneurs about their own mistakes. It also covers gender biases, cultural challenges, and when to employ agents to negotiate on your behalf. Aspiring and experienced entrepreneurs should pay attention to the negotiation errors that even the most successful entrepreneurs commonly make. |
| beyond reason fisher shapiro: How the Way We Talk Can Change the Way We Work Robert Kegan, Lisa Laskow Lahey, 2002-12-13 Why is the gap so great between our hopes, our intentions, even our decisions-and what we are actually able to bring about? Even when we are able to make important changes-in our own lives or the groups we lead at work-why are the changes are so frequently short-lived and we are soon back to business as usual? What can we do to transform this troubling reality? In this intensely practical book, Harvard psychologists Robert Kegan and Lisa Laskow Lahey take us on a carefully guided journey designed to help us answer these very questions. And not just generally, or in the abstract. They help each of us arrive at our own particular answers that can solve the puzzling gap between what we intend and what we are able to accomplish. How the Way We Talk Can Change the Way We Work provides you with the tools to create a powerful new build-it-yourself mental technology. |
| beyond reason fisher shapiro: Care to Dare George Kohlrieser, Susan Goldsworthy, Duncan Coombe, 2012-05-29 Have you ever been led by someone who cared for you like family, and dared you to achieve more than you ever thought possible for yourself, your organization, and even society? Award-winning author of Hostage at the Table, George Kohlrieser, along with his co-authors Susan Goldsworthy and Duncan Coombe, explain how becoming a secure base leader releases extraordinary potential in others. Part of the Warren Bennis leadership series Care to Dare shows you how to become a Secure Base Leader so that you release your followers from the fears that get in the way of their performance. It shows you how you can unleash astonishing potential by building the trust, delivering the change, and inspiring the focus that underpins sustainable high performance. From extensive interviews with executives from all over the world, as well as from surveys with more than a thousand executives, the book reveals the nine characteristics that Secure Base Leaders display on a daily basis. The research shows that a primary difference between a successful leader and a failed leader is the presence or absence of secure bases in his or her life. Care to Dare will take you on a journey where you will discover your own secure bases, past and present, and determine how you can be a secure base for other people in your life at work and at home. |
| beyond reason fisher shapiro: 99 Negotiating Strategies David Rosen, 2016-09-28 This is the most complete catalogue of cutting-edge negotiating tactics ever published. This blockbuster work is written as a playbook, a field guide, so lawyers, sales professionals and other dealmakers will actively use it as negotiations proceed. Use the tactics individually or in combinations. Swap them in and out as negotiations proceed for maximum effectiveness, to keep your adversary off balance, to calm them, or to close the deal. Negotiations are fluid and the mood can change. Sticking to a single approach can lead to deal failure. Rosen says a superior negotiator always adjusts as a deal progresses, just as a winning coach makes in-game adjustments. There is no filler here. There are no war stories. This is not a biography of David Rosen's career. It is exactly what the title says - an easy-to-use directory of powerful negotiating tactics. Each technique is succinctly explained, many with useful examples. The descriptions range in length from a single paragraph to a few pages. While there are many very sophisticated principles at work in Rosen's catalogue of techniques, each is simply explained. This is not an academic work. It is a tool, a device, just like a notepad, a pen or a calculator, for dealmaking pros to reference constantly. Rosen gets high marks for his opening discussion of ethics. The tactics he compiled here are extremely powerful, and readers should use caution in deciding how to apply them. Some incorporate powerful psychological principles and are proven to work based on decades of heavy academic research. To quote Rosen from the book's Authors Note, Some negotiators may find ideas in this book too aggressive, but that is a matter of perspective. It is not a matter of right versus wrong, or ethical versus unethical. One may be a principled and hardcore competitive negotiator or an unprincipled, unethical collaborative negotiator. So a given negotiator's description of a tactic as too aggressive is really nothing more than his or her marking of the spot on the style continuum beyond which he or she no longer feels comfortable. Another negotiator might feel discomfort far short of that first negotiator's comfort spectrum. Others still may feel no discomfort even at the extremes. Who will benefit from this collection of advanced strategies? Lawyers, negotiators, sales organizations and sales professionals, business owners, mediators, and anyone involved in negotiating, dealmaking, selling, cold-calling, following up and closing deals. What will you learn? A small sample of the dozens of tactics: motivating others to buy, sell or reach other agreement; overcoming objections; creating or deflating a sense of urgency; helping opposing negotiators sell your deal to their own clients; overwhelming the opposition; and strategic uses of silence and indecision. But Rosen takes you far beyond that, and far beyond the other, generic books on the market. He introduces you to deeply-researched psychological principles, such as Prospect Theory, Coase Theorem, Asch Conformity principles and concepts like reciprocity, scarcity and consistency. Each is simply explained in a way that teaches you how to use them to achieve superior outcomes. Other books on negotiating don't even address these critical topics. Rosen explains them and shows you how they work. Buy this guide, study it, and keep it with you. There are so many potent and compelling techniques that you'll never remember them all. One thing's for sure, however. Once you become familiar with Rosen's easy-to-understand strategies, you'll never negotiate without this book again. |
| beyond reason fisher shapiro: Primary Care Optometry Theodore P. Grosvenor, 2002 Maintaining the clear and easily understood presentation of concepts that made previous editions so popular, this new edition of Dr. Grosvenor's classic text contains updated information on refraction and binocular vision as well as contact lens practice, functional methods of myopia control, newly-developed methods of refractive surgery, and optometric co-management of ocular surgery. |
| beyond reason fisher shapiro: Practical Business Negotiation William W. Baber, Chavi C-Y Fletcher-Chen, 2020-04-08 Known for its accessible approach and concrete real-life examples, the second edition of Practical Business Negotiation continues to equip users with the necessary, practical knowledge and tools to negotiate well in business. The book guides users through the negotiation process, on getting started, the sequence of actions, expectations when negotiating, applicable language, interacting with different cultures, and completing a negotiation. Each section of the book contains one or two key takeaways about planning, structuring, verbalizing, or understanding negotiation. Updated with solid case studies, the new edition also tackles cross-cultural communication and communication in the digital world. Users, especially non-native English speakers, will be able to hone their business negotiation skill by reading, discussing, and doing to become apt negotiators. The new edition comes with eResources, which are available at https://www.routledge.com/Practical-Business-Negotiation-2nd-Edition/Baber-Fletcher-Chen/p/book/9780367421731. |
| beyond reason fisher shapiro: The Reason Lacey Sturm, 2014-09-30 The day Lacey Sturm planned to kill herself was the day her grandmother forced her to go to church, a place Lacey thought was filled with hypocrites, fakers, and simpletons. The screaming match she had with her grandmother was the reason she went to church. What she found there was the Reason she is alive today. With raw vulnerability, this hard rock princess tells her own story of physical abuse, drug use, suicide attempts, and more--and her ultimate salvation. She asks the hard questions so many young people are asking--Why am I here? Why am I empty? Why should I go on living?--showing readers that beyond the temporary highs and the soul-crushing lows there is a reason they exist and a purpose for their lives. She not only gives readers a peek down the rocky path that led her to become a vocalist in a popular hardcore band, but she shows them that the same God is guiding their steps today. |
| beyond reason fisher shapiro: Essentials of Negotiation Roy J. Lewicki, David M. Saunders, Bruce Barry, Kevin Tasa, 2020 |
| beyond reason fisher shapiro: Difficult Conversations Douglas Stone, Bruce Patton, Sheila Heen, 2023-08-22 The 10th-anniversary edition of the New York Times business bestseller-now updated with Answers to Ten Questions People Ask We attempt or avoid difficult conversations every day-whether dealing with an underperforming employee, disagreeing with a spouse, or negotiating with a client. From the Harvard Negotiation Project, the organization that brought you Getting to Yes, Difficult Conversations provides a step-by-step approach to having those tough conversations with less stress and more success. you'll learn how to: · Decipher the underlying structure of every difficult conversation · Start a conversation without defensiveness · Listen for the meaning of what is not said · Stay balanced in the face of attacks and accusations · Move from emotion to productive problem solving |
| beyond reason fisher shapiro: Leadership Embodiment Wendy Palmer, Janet Crawford, 2013 Many leadership books present models for thinking and speaking, but very few address the role of the body in leading effectively. Yet, a great deal of the effect we have on others is carried by our physical presence. Our body postures hold the key to lowering emotional reactivity, while increasing our power, resilience and flexibility. Leadership Embodiment delivers a practical user's guide for effective embodied leadership, enabling practitioners to: -Project a powerful, open and expansive leadership presence -Create an inclusive atmosphere for collaboration and team work -Receive feedback and listen from a place of open curiosity, and -Stand their ground and speak the truth in the face of pressure Leadership Embodiment techniques are based on principles from the non-aggressive martial art of Aikido, mindfulness practices, and posture awareness. They are designed to mitigate the impact of the stress and intensity inherent in leadership and daily life-like getting through a traffic jam, a promotion, a wedding, the loss of a job, winning a competition, making a production deadline, rallying a team after a loss, or making a product pitch. All leaders, be they CEOs, line supervisors, parents, consultants, care givers, administrators, teachers, coaches . . . can use these simple practices to learn to act with power, skill, and compassion. In part one of the book, Wendy Palmer offers simple postural practices that broaden our perspective, enhance interconnection and build confidence, accompanied by illustrations by Jen Mahoney. In part two, Janet Crawford pulls from cutting edge research in neuroscience and evolutionary biology to offer a biological explanation for the efficacy of the Leadership Embodiment techniques. |
| beyond reason fisher shapiro: The Art of Negotiation Michael Wheeler, 2013 Shedding new light on the improvisational nature of negotiation, explains how diplomats, deal-makers, and Hollywood producers apply their best practices to everyday transactions. |
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