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Read Beyond Reason: Using Emotions as You Negotiate
Summary of "Beyond Reason: Using Emotions as You Negotiate"
In celebration of the 10th anniversary of the landmark book Freakonomics comes this curated collection from the most readable economics blog in the universe.
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By Roger Fisher and Hollie Hendrikson
Roger Fisher and Daniel Shapiro discuss new strategies for understanding negative emotions and harvesting positive emotions in both formal and informal negotiations. Fisher and Shapiro define emotion as, "An experience to matters of personal significance; typically experienced in association with a distinct type of physical feeling, thought, physiology, and action tendency" Negative emotions tend to create an obstacle to negotiations, while positive emotions can act as an asset to negotiations.
Oct 06, Minutes Buy. Sep 26, ISBN Oct 06, ISBN Oct 06, Minutes. Steven R.