Beyond Reason
by Roger Fisher and Daniel Shapiro
Getting to Yes's co-author on emotions in negotiation: five core concerns (appreciation, affiliation, autonomy, status, role) that, if addressed, turn emotion from obstacle to asset. Clear and useful in any difficult conversation.
Read it if…
you negotiate well on substance and badly when feelings enter.
See the book →
Skip it if…
you want tactics; it is about the emotional layer.
Try instead: Negotiating the Nonnegotiable →
Three things you will actually use
- Address the five core concerns and emotions turn positive.
- Appreciation: understand, find merit, communicate it.
- Autonomy: consult before deciding.
Do this first
Before your next hard conversation, note which of the five concerns is at stake for each side.
Our verdict
The emotional layer of negotiation.
See the book →
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