Beyond reason : using emotions as you negotiate  / Roger Fisher and Daniel Shapiro. - New York [u.a.] : Viking, 2005. - 246 S. ISBN 0-670-03450-9 Shelf mark EURAC-Library: QP 342 F533 B5

Summary:
How you deal with emotions, your own and those on the other side, makes the difference between success and failure, according to Beyond Reason: Using Emotions as You Negotiate by Roger Fisher and Daniel Shapiro. In this valuable, clearly written book, the authors say good negotiations — in business as well as in personal or family situations — hinge on respect for others, but also respect for your own feelings. Too often, people enter into negotiations with the mistaken notion of a lack of power and self-respect, putting themselves at an immediate disadvantage.
There are often both positive and negative emotions in negotiations. Positive emotions elicit good feelings and often lead to good solutions. Negative ones cloud the brain and reduce our capacity to think, learn and remember.
The authors offer five ways to gain perspective on this, a kind of framework:
•Appreciation. Understanding the other side's point of view, finding merit in their ideas and communicating our understanding. This must be sincere; faking it is not an option.
•Affiliation. When you're feeling alone or left out, trouble arises. Try to build genuine connections with the other side as human beings, not merely as adversaries.
•Autonomy. The recognition that both you and the other side are free to affect or make decisions.
•Status. Competing over status is a dead end. Appreciating the status of both sides leads to the mutual respect necessary for a successful negotiation: "Appreciate the high status of others where relevant and deserved and feel proud of your own areas of expertise and achievement."
•Role. Don't needlessly limit yourself. The activities in your work and negotiations can often be expanded to be more fulfilling and meaningful: "You can decide the extent to which you want to talk or to listen, to argue or to work together, and to treat others with disrespect or with courtesy."

Source: http://www.usatoday.com/money/books/reviews/2005-10-09-beyond-reason-usat_x.htm>

The authors: Fisher, a lawyer, is director of the Harvard Negotiation Project, and Shapiro, a clinical psychologist, is associate director.

q.v.: http://www.beyond-reason.net/

Catalogue EURAC Library: http://www.eurac.edu/OPACEAB