Cover image for Sea of glory America's voyage of discovery : the U.S. Exploring Expedition, 1838-1842
Title:
Sea of glory America's voyage of discovery : the U.S. Exploring Expedition, 1838-1842
Author:
Philbrick, Nathaniel.
Personal Author:
Edition:
Abridged.
Publication Information:
New York : Penguin Audiobooks, [2003]

â„—2003
Physical Description:
5 audio discs (approximately 6 hrs.) : digital ; 4 3/4 in.
General Note:
Compact discs.
Language:
English
Personal Subject:
Added Author:
ISBN:
9780142800232
UPC:
051488032953
Format :
Audiobook on CD

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GN663 .P482 2003 Adult Audiobook on CD Audiobooks
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Summary

Summary

This guide to using emotions to benefit the listener and others is delivered by the season negotiator who is the coauthor of Getting to Yes. Abridged. 5 CDs.


Summary

Master negotiator Roger Fisher explains the mechanics of everyday agreements and how to reach them while preserving respect and self-worth. Along with psychologist Daniel Shapiro they share their expertise in understanding how emotions affect negotiations and, more importantly, how they can be used as a tool. Beyond Reason sheds light on five core emotional concerns we all feel during any interaction, whether between business partners or spouses.


Reviews 2

Publisher's Weekly Review

Masters of diplomacy, Fisher and Shapiro, of the Harvard Negotiation Project, build on Fisher's bestseller (he co-authored Getting to YES) with this instructive, clearly written book that addresses the emotions and relationships inevitably involved in negotiation. Identifying five core concerns that stimulate emotion-appreciation, affiliation, autonomy, status and role-the authors explain how to control and leverage your own and others' emotions for better end-results. They enliven the book with detailed examples of commonly faced situations-from dealing with colleagues to understanding one's spouse-and with anecdotes of high-level negotiations regarding critical matters of state (e.g., Fisher's conversation with the head of Iran's Islamic Republican Party when U.S. embassy in Teheran was seized in 1979). Fisher and Shapiro play out each situation, often toward an unsatisfactory conclusion, and then carefully analyze the negotiation and rewind it according to their behavioral framework for more favorable resolutions. Take the initiative and understand the five core concerns, they suggest, offering practical advice on understanding another's point of view, building connections, joint brainstorming, tempering strong emotions and defining an empowering temporary role. Baffled spouses, struggling middle managers and heads of state might take a cue from the convincing strategy laid out by these savvy experts. (Oct.) (c) Copyright PWxyz, LLC. All rights reserved


Library Journal Review

Fisher, whose Getting to Yes has sold three million copies, is joined by the associate director of the Harvard Negotiation Project in this account of how to use one's emotions to get to yes. (c) Copyright 2010. Library Journals LLC, a wholly owned subsidiary of Media Source, Inc. No redistribution permitted.