“For more on the core concerns and how to manage them in negotiation, see Roger Fisher and Daniel Shapiro, Beyond Reason: Using Emotions As You Negotiate (Penguin, 2006).” — Roger Fisher Copy Share Image
“systematic tools for getting results, whether in business or international diplomacy, summed up in Beyond Machiavelli and Getting It DONE;” — Roger Fisher Copy Share Image
“For more interesting examples from the Law of the Sea negotiations, see James K. Sebenius, Negotiating the Law of the Sea: Lessons in the… — Roger Fisher Copy Share Image
“For more on the core concerns and how to manage them in negotiation, see Roger Fisher and Daniel Shapiro, Beyond Reason: Using Emotions As… — Roger Fisher Copy Share Image
“Negotiation, Information Technology, and the Problem of the Faceless Other,” in Leigh L. Thompson, editor, Negotiation Theory and Research (Psychology Press, 2006).” — Roger Fisher Copy Share Image
“If you want someone to listen and understand your reasoning, give your interests and reasoning first and your conclusions or proposals later.” — Roger Fisher Copy Share Image
“The more extreme the opening positions and the smaller the concessions, the more time and effort it will take to discover whether or not… — Roger Fisher Copy Share Image
