Gini Nelson\’s Engaging Conflicts

November 2, 2006

Using Emotions As You Negotiate Makes For More Effective Negotiations

Filed under: Tips, Treats, and Tools — Gini @ 4:38 am

Negotiator Roger Fisher and psychologist Daniel Shapiro last year published Beyond Reason: Using Emotion As You Negotiate, from the Harvard Negotiation Project. They offer free resources online about the book’s principles, i.e., that there are five core concerns that stimulate emotion: autonomy, affiliation, status, appreciation (the one perhaps underlying everything else), and role (is it satisfying?). Most practically, they recommend and provide a free online emotions preparation tool to take before your next conflict or mediation.

Here, too, are some free online interviews with the authors:

at Negotiating Tip of the Week
at Legal Talk Network


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