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Roger Fisher: Discusses Book, Beyond Reason, and the Importance of Emotion – Video

Roger Fisher talks about his recent book, Beyond Reason and explains the importance of emotion. Negotiators should build rapport by expressing their appreciation of the other party/parties, expressing affiliation, autonomy, acknowledging each other’s status or expertise, and choosing a fulfilling role.

                        author

Roger Fisher

Roger Fisher was the Samuel Williston Professor of Law, Emeritus, Harvard Law School and founder of the Harvard Negotiation Project.  A pioneer in the field of international law and negotiation, and the co-founder of the Harvard Negotiation Project, Fisher died on August 25, 2012.  Fisher helped to establish negotiation and conflict resolution… MORE >

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