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. In "Beyond Reason", they show readers how to use emotions to turn a disagreement-big or small, professional or personal-into an opportunity for mutual gain. "Beyond Reason" offers straightforward, powerful advice for dealing with emotions in even your toughest negotiations, whether with a difficult colleague or your angry spouse. You will discover five 'core concerns' that lie at the heart of most emotional challenges. And more important, you will learn how to address these concerns to improve your relationships and get the results you want.

Originally published in the United States of America by Viking Penguin, 2005. "Get what you want. Improve your relationships"--Cover.

Big picture: --Emotions are powerful, always present, and hard to handle -- Address the concern, not the emotion -- Take the initiative: express appreciation -- Build affiliation: turn an adversary into a colleague -- Respect autonomy: expand yours (and don't impinge upon theirs -- Acknowledge status : recognize high standing wherever deserved -- Choose a fulfilling role : and select the activities within it -- Some additional advice -- On strong negative emotions : they happen, be ready -- On being prepared : prepare on process, substance, and emotion -- On using these ideas in the real world : a personal account / Jamil Mahuad, former President of Ecuador -- Seven elements of negotiation. Big picture: emotions are powerful, always present, and hard to handle -- Address the concern, not the emotion -- Take the initiative -- Express appreciation: find merit in what others think, feel, or do-- and show it -- Build affiliation : turn an adversary into a colleague -- Respect autonomy: expand yours (and don't impinge upon theirs) -- Acknowledge status : recognize high standing wherever deserved -- Choose a fulfilling role and select the activities within it -- Some additional advice: On strong negative emotions: they happen, be ready -- On being prepared; prepare on process, substance, and emotion -- On using these ideas in the "real world" : a personal account / Jamil Mahuad.