emotions in negotiation
I’ve discussed the role of emotions in mediation before. There’s a new book out by Roger Fisher and Daniel Shapiro of the Harvard Negotiation Project called: Beyond Reason: Using Emotions as You Negotiate. Fisher is well known for the cutting-edge negotiation theory he and William Ury set out in their seminal tome: Getting to Yes: Negotiating Agreement Without Giving In. In their new book, Fisher and Shapiro expand on that theory by describing how we can harness emotions to get what we want in our everyday negotiations. At the heart of their paradigm is the recognition of five “core concerns” linked to our emotions during negotiations – “appreciation, affiliation, autonomy, status and role.” By understanding and working with these core concerns, the authors assert, we can cultivate helpful emotions in ourselves and others and negotiate better results for mutual gain. You’ll find commentaries on Beyond Reason here, here and here.
