Post Date: February 6, 2006
Professor Roger Fisher and Lecturer Daniel Shapiro were recently honored for their book “Beyond Reason” by the International Institute for Conflict Prevention and Resolution. The institute presented the authors with the book prize in a ceremony held in New York last month to recognize outstanding scholarship and practice in alternative dispute resolution.
“There’s been an incredible amount of excitement for our book, and I’m honored that CPR selected it as their book of the year,” said Shapiro. “Sure, logic and reasoning are important. But that’s not all there is to negotiation. Emotions have a huge impact, and that’s where our book comes in. ‘Beyond Reason’ offers a practical framework to deal with emotions.”
Fisher pioneered the field of negotiation in the best-selling book he co-authored, “Getting to Yes,” and during his 25 years as director of HLS’s Program on Negotiation. “Beyond Reason” builds on this foundation by exploring the role of emotion in negotiation. Fisher and Shapiro, a psychologist, examine five core concerns — appreciation, affiliation, autonomy, status and role — and consider their effect on decision making.