Beyond Reason

BEYOND REASON
Beyond reason explains how to manage the positive and negative emotions in a negotiation because every negative emotion creates an obstacle to negotiate and those emotions affectothers as well.
An emotion is a felt experience. They divert attention from satisfying an agreement to protecting yourself or attacking others. They can be used to exploit you, reactions offer clues aboutyour concerns and vulnerabilities.
Emotions satisfy interest or improve a rocky relationship. You can meet substantive interest and reduce fear and suspicion. Emotions enhance a relationship from aperson-to-person interaction.
There are three approaches that don’t work, we cannot stop having emotions any more that we can stop having thoughts. We cannot ignore them; they are always presentand motivate you to take action, influencing your body, thinking and behavior. Positive emotions make thoughts center on what is right about you and others. Deal directly with emotions by thinking abouteach person’s views and the process of working together.
Core concerns are human wants that are important to almost everyone in every negotiation. They offer you a powerful framework to deal withemotions without getting overwhelmed by them.
Five core concerns stimulate positive emotions in yourself and others; they are appreciation, affiliation, autonomy, status and role. You can reap thebenefits of positive emotions without having to observe, label, and diagnose the scores of ever-changing emotions in yourself and others. They focus on your relationship with others. They need to be metto an appropriate extent.
They can be used as a lens to see a situation more clearly and to diagnose it (help you to prepare, conduct and review emotional dimensions of your negotiation); as a leverto stimulate positive emotions in yourself and others, to help improve a situation.

Express Appreciation
As everyone wants to be appreciated it is a core concern. If we are appreciated, we tend...