undrgrnd Cliquez ici Baby NEWNEEEW nav-sa-clothing-shoes Cloud Drive Photos FIFA16 cliquez_ici Rentrée scolaire Shop Fire HD 6 Shop Kindle Paperwhite cliquez_ici Jeux Vidéo Bijoux Montres Montres
Building Agreement et plus d'un million d'autres livres sont disponibles pour le Kindle d'Amazon. En savoir plus
Vous l'avez déjà ?
Repliez vers l'arrière Repliez vers l'avant
Ecoutez Lecture en cours... Interrompu   Vous écoutez un extrait de l'édition audio Audible
En savoir plus
Voir cette image

Beyond Reason: Using Emotions as You Negotiate (Anglais) CD – Livre audio, octobre 2005


Voir les formats et éditions Masquer les autres formats et éditions
Prix Amazon Neuf à partir de Occasion à partir de
Format Kindle
"Veuillez réessayer"
Relié
"Veuillez réessayer"
EUR 29,76 EUR 1,79
Broché
"Veuillez réessayer"
EUR 23,00
CD, Livre audio
"Veuillez réessayer"
EUR 70,25 EUR 66,76
--Ce texte fait référence à une édition épuisée ou non disponible de ce titre.

Livres anglais et étrangers
Lisez en version originale. Cliquez ici

Offres spéciales et liens associés


Descriptions du produit

Revue de presse

"Masters of diplomacy, Fisher and Shapiro, of the Harvard Negotiation Project, build on Fisher's bestseller (he coauthored Getting to Yes) with this instructive, clearly written book that addresses the emotions and relationships inevitably involved in negotiation" (Publishers Weekly (starred review))

"Written in the same remarkable vein as Getting to Yes, this book is a masterpiece ... I truly enjoyed it and felt edified by it" (Dr. Stephen R. Covey, author of The 7 Habits of Highly Effective People)

"This is one of those unusual works that is so carefully constructed and written that you may find yourself praising its common sense and nodding easily in concurrence ... It is a book to reflect upon and that belongs on every negotiator's reference shelf" (The Negotiator Magazine)

"The book is both profound and easy-to-read, based on a wide range of research and first-hand experience in negotiation. There is no interaction setting - public, professional or personal, local or international - where its recommendations will not be applicable" (Elise Boulding, Professor Emeritus at Dartmouth University)

"Over a lifetime of study and practice, Roger Fisher has transformed what we think about negotiation. His and Daniel Shapiro's new book extends this work in novel and insightful ways ... a must read for anyone who negotiaties, which is to say for all of us" (Elena Kagan, Dean, Harvard Law School and former associate counsel to the U.S. President) --Ce texte fait référence à une édition épuisée ou non disponible de ce titre.

Présentation de l'éditeur

Whether you're negotiating with an angry boss or a difficult colleague - or, indeed, a stubborn teenager - you can learn to use your emotions to help you achieve the result you want.

Building Agreement shows you how to control the five 'core concerns' that motivate people:

-- Express appreciation for what others think, feel or do

-- Build affiliation and turn an adversary into a colleague

-- Respect autonomy in others and gain autonomy in return

-- Acknowledge status and simultaneously establish your own worth

-- Choose a fulfilling role during the process of negotiating

Using the latest research of the Harvard Negotiation Project, the group that brought you the groundbreaking book Getting to Yes, this is a superbly practical guide to mastering essential negotiating skills.

Originally published in hardback under the title Beyond Reason.

--Ce texte fait référence à une édition épuisée ou non disponible de ce titre.



Détails sur le produit

  • CD
  • Editeur : Penguin Audiobooks; Édition : Abridged (octobre 2005)
  • Langue : Anglais
  • ISBN-10: 014305791X
  • ISBN-13: 978-0143057918
  • Dimensions du produit: 13,4 x 2 x 14,5 cm
  • Moyenne des commentaires client : 5.0 étoiles sur 5  Voir tous les commentaires (1 commentaire client)
  • Classement des meilleures ventes d'Amazon: 1.412.725 en Livres anglais et étrangers (Voir les 100 premiers en Livres anglais et étrangers)
  •  Souhaitez-vous compléter ou améliorer les informations sur ce produit ? Ou faire modifier les images?


En savoir plus sur les auteurs

Découvrez des livres, informez-vous sur les écrivains, lisez des blogs d'auteurs et bien plus encore.

Dans ce livre

(En savoir plus)
Parcourir et rechercher une autre édition de ce livre.
Parcourir les pages échantillon
Couverture | Copyright | Table des matières | Extrait | Quatrième de couverture
Rechercher dans ce livre:

Quels sont les autres articles que les clients achètent après avoir regardé cet article?

Commentaires en ligne

5.0 étoiles sur 5
5 étoiles
1
4 étoiles
0
3 étoiles
0
2 étoiles
0
1 étoiles
0
Voir le commentaire client
Partagez votre opinion avec les autres clients

Commentaires client les plus utiles

Par bsfrombelgium le 5 juillet 2006
Format: Relié Achat vérifié
en matiere de negociation, c'est un, si ce n'est LE classique a lire, certes aujourd'hui les exemples datent parfois un peu, neanmoins que se soit dans la vie professionnelle ou privee, les outils et techniques presentees sont toujours utiles (il existe aussi en francais), mais la version anglaise permet en plus de pratiquer.
Remarque sur ce commentaire Avez-vous trouvé ce commentaire utile ? Oui Non Commentaire en cours d'envoi...
Merci pour votre commentaire. Si ce commentaire est inapproprié, dites-le nous.
Désolé, nous n'avons pas réussi à enregistrer votre vote. Veuillez réessayer

Commentaires client les plus utiles sur Amazon.com (beta)

Amazon.com: 73 commentaires
54 internautes sur 54 ont trouvé ce commentaire utile 
Valuable book 9 novembre 2005
Par Val Elbert - Publié sur Amazon.com
Format: Relié
I recently finished reading "Beyond Reason" by Roger Fisher and Daniel Shapiro. The book is centered on an idea that emotions play an important role in negotiations and provided an analytical view on how to best manage the emotional side of negotiations. While I was aware that emotions can have a big impact on a negotiation, or even a conversation, I really enjoyed the perspective that the authors offered on dealing with people who "abuse" the power of emotions, ranging from coercion by threat to playing on sympathy.

Although the advice of the authors was generally helpful, I sometimes questioned practicality of following the guidelines in day-to-day affairs. For example, the authors encouraged the readers to document and discuss each of the negotiations as part of constant learning process, often spending sixty to ninety minutes in follow up discussions. As a manager of a development team with frequent meetings, such analysis would put a significant damper on my productivity. However, I realize that the book is not intended to be followed as a "manual" and each person may have to make practical adjustments.

Overall, the book is a "must read" for everyone, not just frequent negotiators. In the book, I found a lot of advice on how to respect the emotions that govern the meeting in many different settings. Since I learn best from seeing complex concepts in action, the case study that concluded the book put a neat "bow" on a very enjoyable and valuable read.
48 internautes sur 50 ont trouvé ce commentaire utile 
An attorney's impression 21 décembre 2005
Par Margaret Gold - Publié sur Amazon.com
Format: Relié
As an attorney this book has altered the way I argue my cases. It has given me insight into the negotiation process in a different way than any other book I have read on negotiation. The five core concerns have helped me when I talk with my client, other attorneys and even when I interact with the judge. I also use the five core concerns in my personal life. You can grasp them in only a few minutes, yet they have a complexity to them. When you read the chapter about the ex-President of Equador you can understand how these core concerns can work on any level - personal, professional, or political. It is a must in everyone's library.
43 internautes sur 47 ont trouvé ce commentaire utile 
Winning With the Other Party Feeling Good 23 novembre 2005
Par John Matlock - Publié sur Amazon.com
Format: Relié
In MBA school we are taught to negeotiate with a lot of figures, charts, graphs, etc. Once all the facts are known, the decision is simple. The problem with that is two fold: 1. They are typically based on projections that may well not be true (remember the Edsel and the Convair 880). 2. They ignore the feelings of the other person involved, and feelings are very important. Sometimes (often) a decision is made that is not to the person's best interest simply because of feelings.

This book breaks down the five core emothions of feeling appreciated, alone, imposition, put down, trivialized. It covers business negeotion, but perhaps even more important is negeotiating with teens (but not two year olds), the mentally ill (ex-wives included), the drunk in a bar.

The techniques described here are given examples in buying a small item, presenting a case to the Supreme Court, to discussing border disagreements between a couple of nations. In short, we all negeotiate all the time, it works best when both parties feel that they got the best of the deal.
29 internautes sur 33 ont trouvé ce commentaire utile 
Terrific book on dealing with emotions in negotiations 13 août 2006
Par Amazon-klant - Publié sur Amazon.com
Format: Relié
This book by Roger Fisher and Daniel Shapiro has rightfully won a prize offered by the International Institute for Conflict Prevention and Resolution for the best book on negotiation. The book focuses on the important role emotions play in negotiations and offers a practical framework for dealing with them constructively. Throughout the book Fisher and Shapiro present recognizable examples, ranging for day to day situations we all encounter to political negotiations with huge impact for millions.

For me, the most interesting part of the book is were the authors explain five core concerns -- appreciation, affiliation, autonomy, status and role -- and their effect on decision making. They provide sensible advice on how to use these concerns as levers to keep negotiations constructive. Here is a quote from the book giving you an example: "Perhaps the most powerful way to soothe someone's emotions is to appreciate their concerns. There are three elements in appreciating someone. You want to UNDERSTAND the other's point of view; FIND MERIT in what they are thinking, feeling, or doing; and COMMUNICATE the merit you see." I think that is a terrific way to put it!

The content of this book is one thing that makes it worthwhile. Another reason why I like it is that it is exceptionally well-structured. I like it when authors do their very best to make it as easy as possible for readers to understand their core messages. Fisher and Shapiro succeed very well in this.
13 internautes sur 13 ont trouvé ce commentaire utile 
Powering Resolution through Building Positive Emotions 3 février 2006
Par Donald Mitchell - Publié sur Amazon.com
Format: Relié
Anyone who has ever conducted a negotiation knows that everyone involved is tense. Some people become so tense that they are not able to operate effectively. Other negotiators seem to have the touch for relaxing everyone and quickly reaching an agreement that everyone likes.

Fans of Getting to Yes have probably run into attorneys and negotiators who didn't want to play ball. These people may have been hostile, manipulative and short-sighted. But it's hard to reason with these parties using the Getting to Yes principles if you do not have your own emotions under control.

Beyond Reason is a much needed and valuable resource for dealing with the emotional context for negotiations.

The process for taking the initiative (express appreciation, build affiliation, respect autonomy, acknowledge status, and choose a fulfilling role) is constructive, common sense methods that anyone will feel comfortable doing. As helpful as that process is, I found the most useful advice coming in chapters 8-10 which describe how to be ready for strong emotions, being prepared for negotiations and the case history of the border dispute resolution between Ecuador and Peru.

The examples in the book are well chosen to illustrate the principles and breathe life into those concepts. Roger Fisher and Daniel Shapiro have a light touch that defuses your apprehension as you address this subject.

I also recommend that you read Crucial Conversations, a good complementary book on how to address strong emotions in others and yourself when they arise unexpectedly and unpleasantly.
Ces commentaires ont-ils été utiles ? Dites-le-nous

Rechercher des articles similaires par rubrique


Commentaires

Souhaitez-vous compléter ou améliorer les informations sur ce produit ? Ou faire modifier les images?