“Beyond Reason” is a book by Roger Fisher and Daniel Shapiro on how emotions can affect negotiations. The book won the Outstanding Book Award for Excellence in Conflict Resolution from the International Institute for Conflict Prevention and Resolution.
Beyond Reason offers negotiators—and that means everyone—a powerful framework for dealing with emotions. Whether or not you acknowledge emotions, they will have an impact on your negotiation. Rather than feeling powerless in the face of emotions, you will be able to stimulate positive emotions and overcome negative ones.