BEYOND REASON Using Emotions as You Negotiate

Marc Cashman does an expert job interpreting this groundbreaking lesson on emotionally intelligent negotiating. While traditional approaches treat negotiating like an athletic competition or even a war, these authors focus instead on the underlying emotional states that impact whether negotiating opponents move toward or away from agreements that serve both parties. Their lucid explanation of the five needs that all people have when engaged in a negotiation--appreciation, affiliation, autonomy, status, and role--is insightful, and they offer clear standards for addressing each concern that are practical, clear, and human. These cutting-edge insights are well worth the time investment this excellent audio will require. T.W. © AudioFile 2006, Portland, Maine [Published: APR/ MAY 06]