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.
Our thanks to our students and our colleagues–in various disciplines–who have helped us thus far. Don’t abandon us now: we’re still far from the goal. A special word of appreciation...By J. Herbie DiFonzo, Mary O'Connell