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Beyond Reason
- Using Emotions as You Negotiate
- Narrated by: Roger Fisher, Daniel Shapiro
- Length: 6 hrs
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Publisher's Summary
In Beyond Reason, you will discover five "core concerns" that motivate people: appreciation, affiliation, autonomy, status, and role. You will learn how to use these core concerns to generate helpful emotions in yourself and in others. Armed with this knowledge, you can gauge the needs of another negotiator, set the emotional tone of discussion, and reach a mutually acceptable agreement.
Beyond Reason clarifies the complicated "fuzzy" world of emotions and offers straightforward, practical advice. It builds on previous work of the Harvard Negotiation Project, the group that brought you the groundbreaking book Getting to YES. Now, in Beyond Reason, world renowned negotiator Roger Fisher teams up with psychologist Daniel Shapiro, expert on the emotional dimension of negotiation. They show you how to employ emotions to turn a disagreement, big or small, professional or personal, into an opportunity for mutual gain.
Fresh, insightful, and relevant to any interaction, Beyond Reason is certain to become a lasting classic for dealing with anyone from family and friends to colleagues, customers, and employees.
Critic Reviews
"[A] valuable, clearly written book." (USA Today)
"Baffled spouses, struggling middle managers, and heads of state might take a cue from the convincing strategy laid out by these savvy experts." (Publishers Weekly)
More from the same
What listeners say about Beyond Reason
Average Customer RatingsReviews - Please select the tabs below to change the source of reviews.
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Overall
- George
- 04-16-06
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.
16 people found this helpful
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Overall
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Performance
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Story
- Anshum
- 12-04-15
Not as good as other booth by the same author. More for starters.
Book didn't really do justice to the reputation of the author. It has lot of tips which I already knew having read other books on the same subject.
2 people found this helpful
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Overall
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Performance
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Story
- B.Johnson
- 06-14-18
Trash!!!!
Do not waste your time or money, Negotiation Genius is a true negotiation book. Pass on this one!!!
1 person found this helpful
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Overall
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Performance
-
Story
- Tim Nichols
- 11-28-17
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.
1 person found this helpful
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Story
You have to talk with a colleague about a fraught situation, but you're worried that they'll yell or blame you or shut down. You fear your emotions could block you from a resolution. But you can communicate in a way that's constructive - not combative.
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Excellent
- By Evonne on 01-09-17
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Fierce Conversations
- Achieving Success at Work & in Life, One Conversation at a Time
- By: Susan Craig Scott M.D.
- Narrated by: Susan Craig Scott
- Length: 13 hrs and 33 mins
- Unabridged
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As the master teacher of positive change through powerful communication, Susan Scott wants you to succeed. To do that, you must transform everyday conversations in effective ways to get your message across.
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loved it
- By Jason R. Parrish on 08-01-17
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Smart Talk
- The Public Speaker's Guide to Professional Success
- By: Lisa B. Marshall
- Narrated by: Lisa B. Marshall
- Length: 7 hrs and 13 mins
- Unabridged
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Have you ever been put on the spot and kicked yourself later for not having a substantial, confident response? Have you ever lost out on a promotion because you didn't get along with your colleagues or boss? Have you ever blanked when delivering a speech or a presentation? Saying the right thing isn’t just about feeling comfortable. It's also essential for building successful relationships, getting ahead at work, and increasing your income. To get what you want, you have to know how to ask for it, how to negotiate, how to react. That's where Lisa Marshall's audiobook comes in.
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Not what I was expected but that was a good thing
- By Jimmy Engström on 03-29-19
By: Lisa B. Marshall
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People Skills
- How to Assert Yourself, Listen to Others, and Resolve Conflicts
- By: Robert Bolton
- Narrated by: Jonathan Todd Ross
- Length: 12 hrs and 6 mins
- Unabridged
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People Skills is a communication-skills handbook that can help you eliminate these and other communication problems. Author Robert Bolton describes the twelve most common communication barriers, showing how these "roadblocks" damage relationships by increasing defensiveness, aggressiveness, or dependency. He explains how to acquire the ability to listen, assert yourself, resolve conflicts, and work out problems with others. These are skills that will help you communicate calmly, even in stressful emotionally charged situations.
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very informative and interesting
- By Domingo Bernardo on 01-03-21
By: Robert Bolton
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Conscious Business
- By: Fred Kofman
- Narrated by: Fred Kofman
- Length: 3 hrs and 54 mins
- Abridged
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Consciousness is the main source of organizational greatness. "Conscious business", explains Fred Kofman, means finding your essential values through your work. A conscious business seeks to promote the intelligent pursuit of happiness in all its stakeholders. It produces sustainable, exceptional performance through the solidarity of its community and the dignity of each member.
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AMAZING BOOK BUT THIS IS ONLY THE FIRST 3 CHAPTERS
- By Kolton on 05-15-19
By: Fred Kofman
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The Platinum Rule
- Do Unto Others as They'd Like Done Unto Them
- By: Tony Alessandra Ph.D., Michael J. O'Connor Ph.D.
- Narrated by: Tony Alessandra, Carrie Gordon, Jude Prest
- Length: 3 hrs and 10 mins
- Abridged
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In business, many people follow the golden rule. But treating people the way we'd like to be treated can turn off clients or colleagues with different needs, wants, and hopes. The Platinum Rule shows you how to do unto others as they'd like done unto them. You'll discover the four basic business personalities and how to handle them in ways that put them at ease - the key to stronger career prospects, higher productivity, improved customer relations, and fewer conflicts.
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Decent Audio
- By Dennis T. on 12-11-06
By: Tony Alessandra Ph.D., and others
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No Hard Feelings
- Owning Intense Emotions (Before They Own You)
- By: Liz Fosslien, Mollie West Duffy
- Narrated by: Liz Fosslien, Mollie West Duffy
- Length: 4 hrs and 47 mins
- Unabridged
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The modern workplace can be an emotional minefield, filled with confusing power structures and unwritten rules. We're expected to be authentic, but not too authentic. Professional, but not stiff. Friendly, but not an oversharer. Easier said than done! Our goal in this book is to teach you how to figure out which emotions to toss, which to keep to yourself, and which to express in order to be both happier and more effective.
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Maybe not the best for audible...
- By Rebecca Wilcox on 08-01-19
By: Liz Fosslien, and others
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Negotiate This!
- By Caring, but Not T-H-A-T Much
- By: Herb Cohen
- Narrated by: Herb Cohen
- Length: 9 hrs and 46 mins
- Unabridged
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With his extensive negotiating experience and unique presentation style, Herb Cohen is internationally renowned as someone who can quickly grasp both sides of an issue and get the most out of a difficult negotiation. His advice? "Simple", says Herb, "I care, but not that much!" Buoyed by his signature humorous and self-deprecating style, Herb Cohen explains how listeners can learn powerful yet subtle negotiating ploys to help them in their businesses, careers, and even family relationships. As Herb says, "Negotiation is the game of life."
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Fun
- By Bud Stein on 07-24-21
By: Herb Cohen