To the authors' credit, they started this new book with a clear understanding of the previous one's chief shortcoming. Though Getting to Yes introduced a powerful paradigm for negotiations, it did not fully address a critical element of most deals: emotions, and the messy human details that can distract from purely rational decision-making. If both negotiators are consistently lucid, fair, and calm, the game has a certain set of rules, but if--as in most situations--the different parties get excited, angry, sad, insulted, and so on, then those rules change. That expanded focus forms the basis for Beyond Reason.

Fisher and Shapiro have structured this latest work around five key emotions which they identify as most critical to productive negotiations. Even though each situation has its own dynamics, they point to appreciation, affiliation, autonomy, status, and role as the most important for making each party comfortable enough to grasp the principles of rationality that maximize the chances for a win-win result.

Critics may deride this book as still too simplistic, too black-and-white, and unappreciative of life's shades of gray. The authors' pragmatic bent comes in the book's final two chapters. One takes readers through the overall process for negotiations--not just the parry-and-thrust of conversations with the other party, but also pre-conversation preparation. It's in this preparatory stage, the authors contend, where a thoughtful consideration of potential emotional dynamics can help prevent later problems. To synthesize many of the lessons they impart, Fisher and Shapiro then close their work by inviting guest commentary from the former President of Ecuador, Jamil Mahuad, who explains how he applied interest-based negotiations theory to highly charged negotiations between his country and Peru, on a border dispute in the late 1990s. It's this kind of real-life application of Fisher and Shapiro's theories that continue to give them relevance. --Peter Han

Neben diesem Grundgedanken liegen dem Harvard-Konzept vier Prinzipien zugrunde:
1. Probleme und Menschen müssen voneinander getrennt werden.
2. Im Vordergrund sollen Interessen und nicht Positionen stehen.
3. Es gilt Verhandlungsresultate zu finden, die allen Parteien Vorteile bringen.
4. Alle Beteiligten müssen sich auf neutrale Kriterien für die Bewertung des Verhandlungsergebnisses einigen.
Das Buch ist hochgradig praxisorientiert. Anhand von zahlreichen Praxisbeispielen wird erläutert, wie die geschilderten Strategien umgesetzt werden können. Egal ob in der Politik, in der Wirtschaft oder bei Ihnen zu Hause am Küchentisch: Wenn Sie oft verhandeln müssen, wird Ihnen dieses Buch weiterhelfen. Das Harvard-Konzept ist zweifelsfrei eines der Glanzlichter unter den Büchern über das Verhandeln.

Fazit: DAS Buch zum Thema Verhandlungen. --Ralf Senftleben

To the authors' credit, they started this new book with a clear understanding of the previous one's chief shortcoming. Though Getting to Yes introduced a powerful paradigm for negotiations, it did not fully address a critical element of most deals: emotions, and the messy human details that can distract from purely rational decision-making. If both negotiators are consistently lucid, fair, and calm, the game has a certain set of rules, but if--as in most situations--the different parties get excited, angry, sad, insulted, and so on, then those rules change. That expanded focus forms the basis for Beyond Reason.

Fisher and Shapiro have structured this latest work around five key emotions which they identify as most critical to productive negotiations. Even though each situation has its own dynamics, they point to appreciation, affiliation, autonomy, status, and role as the most important for making each party comfortable enough to grasp the principles of rationality that maximize the chances for a win-win result.

Critics may deride this book as still too simplistic, too black-and-white, and unappreciative of life's shades of gray. The authors' pragmatic bent comes in the book's final two chapters. One takes readers through the overall process for negotiations--not just the parry-and-thrust of conversations with the other party, but also pre-conversation preparation. It's in this preparatory stage, the authors contend, where a thoughtful consideration of potential emotional dynamics can help prevent later problems. To synthesize many of the lessons they impart, Fisher and Shapiro then close their work by inviting guest commentary from the former President of Ecuador, Jamil Mahuad, who explains how he applied interest-based negotiations theory to highly charged negotiations between his country and Peru, on a border dispute in the late 1990s. It's this kind of real-life application of Fisher and Shapiro's theories that continue to give them relevance. --Peter Han

EVOLUTION is part one of a four-book, four-album box set entitled ONE VISION.

The CD comes in a very high quality 32 page book of photos, lyrics and provocative text.

Roger Fisher was the founding guitarist of the group HEART. Some of his songwriting contributions were Barracuda, Crazy On You and Mistral Wind.

In 1999, Roger created The Human Tribe Foundation, a charity designed to raise money to give to organizations that in some way benefit the planet. A portion of all profits from Roger's current endeavors go to The Human Tribe.