Negotiating with Emotion

by John F. Baker -- Publishers Weekly, 7/26/2004

Many advisers tell you to leave emotion out of negotiating, but not so, say Roger Fisher and Daniel L. Shapiro, professors who run the Negotiation Project at Harvard Law School. They suggest, in a new book just bought at Viking Penguin, that certain emotional responses can be appropriate and helpful in the process. Their book, bought by editor-in-chief Jane von Mehren, is called Beyond Reason: Enlisting Emotions in Negotiation and will be published late next year. Fisher is the coauthor of Getting to Yes, a huge bestseller on the subject published 20 years ago, and directs Harvard's project; Shapiro is a psychologist and teacher. Andrew Wylie and Sarah Chalfant at Wylie's agency made the North American rights sale.