Books Beyond Reason: Using Emotions as You Negotiate by Roger Fisher (Author), Daniel Shapiro (Author)

"Beyond Reason: Using Emotions as You Negotiate" by Roger Fisher and Daniel Shapiro is a practical guide that challenges the notion that negotiations are purely rational processes. Instead, the authors emphasize that emotions are inevitable and powerful forces that deeply influence negotiation outcomes. The book teaches readers how to understand and harness emotions effectively to turn conflicts—whether professional or personal—into opportunities for mutual gain.

Central to their approach is the framework of five "core concerns" that shape people’s emotional experiences during negotiations: appreciation, affiliation, autonomy, status, and role. By recognizing and addressing these core concerns in oneself and others, negotiators can generate positive emotions, ease tensions, build trust, and foster collaborative solutions.

Fisher and Shapiro provide strategies for:

Identifying and validating emotions rather than suppressing them.

Shaping the emotional tone of negotiations deliberately.

Managing difficult emotions and repairing emotional ruptures.

Using empathy and understanding to meet others’ core concerns and improve outcomes.