--- title: "Meaning & Key Takeaway of: For more on the core concerns and how to…" description: "\"“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 Negotia..." image: "https://sms4smile.com/quotes/i/3e4/roger-fisher-54470_negotiation_for-more-on-the-core-concerns-and-how-to_1616710.jpg" --- # For more on the core concerns and how to manage them in… ![“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).” quote by Roger Fisher](https://sms4smile.com/quotes/i/3e4/roger-fisher-54470_negotiation_for-more-on-the-core-concerns-and-how-to_1616710.jpg) [Download](https://sms4smile.com/quotes/i/3e4/roger-fisher-54470_negotiation_for-more-on-the-core-concerns-and-how-to_1616710.jpg) [Open image](https://sms4smile.com/quotes/i/3e4/roger-fisher-54470_negotiation_for-more-on-the-core-concerns-and-how-to_1616710.jpg) > ““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](https://sms4smile.com/quotes/author/roger-fisher/) ## About This Quote This interpretation was drafted with AI assistance. It is one reading of the quote, not the author's own explanation. Negotiation success depends on recognizing and managing emotions, not just logical arguments. **In simple terms:** Emotions matter in negotiation. Key Takeaway Address emotions in negotiations. Themes negotiation emotions communication logic strategy Mood analytical pragmatic Type advice educational When to use this quote - business deals - diplomatic talks - personal disputes - team collaborations Key Concepts emotional intelligence conflict resolution psychology Questions to Reflect On - How do emotions influence your negotiations? - What strategies help balance logic and feeling? A Different Perspective Overemphasis on logic can ignore emotional drivers. ★ ★ ★ ★ ★ No ratings yet [Negotiation](https://sms4smile.com/quotes/about/negotiation/) ## Related quotes > [Your emotions should not be driven by the situation, but you are supposed to create that situation by using your emotions.](https://sms4smile.com/quotes/ruben-papian/your-emotions-should-not-be-driven-by-the-situation-but-you-are/) [Ruben Papian](https://sms4smile.com/quotes/author/ruben-papian/) > [“You can’t share an emotional experience you don’t understand. Accessing feelings brings you a step closer to using emotions more effectively in your relationship.”](https://sms4smile.com/quotes/brent-a-bradley/you-can-t-share-an-emotional-experience-you-don-t-understand/) [Brent A. Bradley](https://sms4smile.com/quotes/author/brent-a-bradley/) > ['Fair' is, like, this incredibly overused term in negotiations: 'I just want what's fair.' 'What's the fair market price?'](https://sms4smile.com/quotes/christopher-voss/fair-is-like-this-incredibly-overused-term-in-negotiations-i-just/) [Christopher Voss](https://sms4smile.com/quotes/author/christopher-voss/) > [“Shortly before we closed the deal, Randy Michaels and Terry Jacobs, who were running Jacor, came to me to finance the acquisition of a…](https://sms4smile.com/quotes/sam-zell/shortly-before-we-closed-the-deal-randy-michaels-and-terry-jacobs-who/) [Sam Zell](https://sms4smile.com/quotes/author/sam-zell/) > [You don't bargain with terrorists. You don't appease terrorists. And anybody who believes that this is about something we've done has to ask themselves…](https://sms4smile.com/quotes/michael-chertoff/you-don-t-bargain-with-terrorists-you-don-t-appease-terrorists-and/) [Michael Chertoff](https://sms4smile.com/quotes/author/michael-chertoff/) > [When you give your 100% to your compromises then they become sacrifices… And sacrifices never hurt us,they give us a smile on our face,a…](https://sms4smile.com/quotes/melchor-lim/when-you-give-your-100-to-your-compromises-then-they-become/) [Melchor Lim](https://sms4smile.com/quotes/author/melchor-lim/) > [As a politician - particularly as a politician in a coalition - you quickly realise that compromise is a part of the game. But…](https://sms4smile.com/quotes/edward-davey/as-a-politician-particularly-as-a-politician-in-a-coalition-you/) [Edward Davey](https://sms4smile.com/quotes/author/edward-davey/) > [A lasting relationship consists of the 3 C's: Commitment. Communication. Compromise.](https://sms4smile.com/quotes/nishan-panwar/a-lasting-relationship-consists-of-the-3-c-s-commitment-communication/) [Nishan Panwar](https://sms4smile.com/quotes/author/nishan-panwar/) > [The human spirit will not invest itself in a compromise.](https://sms4smile.com/quotes/robert-fritz/the-human-spirit-will-not-invest-itself-in-a-compromise/) [Robert Fritz](https://sms4smile.com/quotes/author/robert-fritz/) > [Donald Trump so far is sending a signal that he's going to run the government like his business and maybe that's going to work.…](https://sms4smile.com/quotes/bill-o-reilly/donald-trump-so-far-is-sending-a-signal-that-he-s-going-to-run-the/) [Bill O'Reilly](https://sms4smile.com/quotes/author/bill-o-reilly/) > [“All the major players were our clients. I had handled the conflicting demands, pacified the volatile tempers, and anticipated and circumvented the irrational tantrums.…](https://sms4smile.com/quotes/juliann-garey/all-the-major-players-were-our-clients-i-had-handled-the-conflicting/) [Juliann Garey](https://sms4smile.com/quotes/author/juliann-garey/) > [“Duty is a done deal.”](https://sms4smile.com/quotes/lailah-gifty-akita/duty-is-a-done-deal/) [Lailah Gifty Akita](https://sms4smile.com/quotes/author/lailah-gifty-akita/) > [We're always willing to look at ways NAFTA can work better. But it's a fine line between looking at ways to make it work…](https://sms4smile.com/quotes/stephen-harper/we-re-always-willing-to-look-at-ways-nafta-can-work-better-but-it-s-a/) [Stephen Harper](https://sms4smile.com/quotes/author/stephen-harper/) > [“Simple answers, reductionist politics, are the most prone to compromise, to saying we’re addressing the essential issue and all that other stuff can slide.…](https://sms4smile.com/quotes/dorothy-allison/simple-answers-reductionist-politics-are-the-most-prone-to-compromise/) [Dorothy Allison](https://sms4smile.com/quotes/author/dorothy-allison/) > [A compromise is the art of dividing a cake in such a way that everyone believes he has the biggest piece.](https://sms4smile.com/quotes/ludwig-erhard/a-compromise-is-the-art-of-dividing-a-cake-in-such-a-way-that/) Ludwig Erhard ## More by Roger Fisher > [“systematic tools for getting results, whether in business or international diplomacy, summed up in Beyond Machiavelli and Getting It DONE;”](https://sms4smile.com/quotes/roger-fisher/systematic-tools-for-getting-results-whether-in-business-or/) [Roger Fisher](https://sms4smile.com/quotes/author/roger-fisher/) > [“For more interesting examples from the Law of the Sea negotiations, see James K. Sebenius, Negotiating the Law of the Sea: Lessons in the…](https://sms4smile.com/quotes/roger-fisher/for-more-interesting-examples-from-the-law-of-the-sea-negotiations/) [Roger Fisher](https://sms4smile.com/quotes/author/roger-fisher/) > [“Negotiation, Information Technology, and the Problem of the Faceless Other,” in Leigh L. Thompson, editor, Negotiation Theory and Research (Psychology Press, 2006).”](https://sms4smile.com/quotes/roger-fisher/negotiation-information-technology-and-the-problem-of-the-faceless/) [Roger Fisher](https://sms4smile.com/quotes/author/roger-fisher/) > [“If you want someone to listen and understand your reasoning, give your interests and reasoning first and your conclusions or proposals later.”](https://sms4smile.com/quotes/roger-fisher/if-you-want-someone-to-listen-and-understand-your-reasoning-give-your/) [Roger Fisher](https://sms4smile.com/quotes/author/roger-fisher/) > [“The more extreme the opening positions and the smaller the concessions, the more time and effort it will take to discover whether or not…](https://sms4smile.com/quotes/roger-fisher/the-more-extreme-the-opening-positions-and-the-smaller-the/) [Roger Fisher](https://sms4smile.com/quotes/author/roger-fisher/) [Explore all 6 Roger Fisher quotes ](https://sms4smile.com/quotes/author/roger-fisher/) ## More Negotiation quotes > [A compromise is the art of dividing a cake in such a way that everyone believes he has the biggest piece.](https://sms4smile.com/quotes/ludwig-erhard/a-compromise-is-the-art-of-dividing-a-cake-in-such-a-way-that/) Ludwig Erhard > [“Simple answers, reductionist politics, are the most prone to compromise, to saying we’re addressing the essential issue and all that other stuff can slide.…](https://sms4smile.com/quotes/dorothy-allison/simple-answers-reductionist-politics-are-the-most-prone-to-compromise/) [Dorothy Allison](https://sms4smile.com/quotes/author/dorothy-allison/) > [We're always willing to look at ways NAFTA can work better. But it's a fine line between looking at ways to make it work…](https://sms4smile.com/quotes/stephen-harper/we-re-always-willing-to-look-at-ways-nafta-can-work-better-but-it-s-a/) [Stephen Harper](https://sms4smile.com/quotes/author/stephen-harper/) > [“Duty is a done deal.”](https://sms4smile.com/quotes/lailah-gifty-akita/duty-is-a-done-deal/) [Lailah Gifty Akita](https://sms4smile.com/quotes/author/lailah-gifty-akita/) > [“All the major players were our clients. I had handled the conflicting demands, pacified the volatile tempers, and anticipated and circumvented the irrational tantrums.…](https://sms4smile.com/quotes/juliann-garey/all-the-major-players-were-our-clients-i-had-handled-the-conflicting/) [Juliann Garey](https://sms4smile.com/quotes/author/juliann-garey/) > [Donald Trump so far is sending a signal that he's going to run the government like his business and maybe that's going to work.…](https://sms4smile.com/quotes/bill-o-reilly/donald-trump-so-far-is-sending-a-signal-that-he-s-going-to-run-the/) [Bill O'Reilly](https://sms4smile.com/quotes/author/bill-o-reilly/) > [The human spirit will not invest itself in a compromise.](https://sms4smile.com/quotes/robert-fritz/the-human-spirit-will-not-invest-itself-in-a-compromise/) [Robert Fritz](https://sms4smile.com/quotes/author/robert-fritz/) > [A lasting relationship consists of the 3 C's: Commitment. Communication. Compromise.](https://sms4smile.com/quotes/nishan-panwar/a-lasting-relationship-consists-of-the-3-c-s-commitment-communication/) [Nishan Panwar](https://sms4smile.com/quotes/author/nishan-panwar/) > [As a politician - particularly as a politician in a coalition - you quickly realise that compromise is a part of the game. But…](https://sms4smile.com/quotes/edward-davey/as-a-politician-particularly-as-a-politician-in-a-coalition-you/) [Edward Davey](https://sms4smile.com/quotes/author/edward-davey/) > [When you give your 100% to your compromises then they become sacrifices… And sacrifices never hurt us,they give us a smile on our face,a…](https://sms4smile.com/quotes/melchor-lim/when-you-give-your-100-to-your-compromises-then-they-become/) [Melchor Lim](https://sms4smile.com/quotes/author/melchor-lim/) > [You don't bargain with terrorists. You don't appease terrorists. And anybody who believes that this is about something we've done has to ask themselves…](https://sms4smile.com/quotes/michael-chertoff/you-don-t-bargain-with-terrorists-you-don-t-appease-terrorists-and/) [Michael Chertoff](https://sms4smile.com/quotes/author/michael-chertoff/) > [“Shortly before we closed the deal, Randy Michaels and Terry Jacobs, who were running Jacor, came to me to finance the acquisition of a…](https://sms4smile.com/quotes/sam-zell/shortly-before-we-closed-the-deal-randy-michaels-and-terry-jacobs-who/) [Sam Zell](https://sms4smile.com/quotes/author/sam-zell/) > ['Fair' is, like, this incredibly overused term in negotiations: 'I just want what's fair.' 'What's the fair market price?'](https://sms4smile.com/quotes/christopher-voss/fair-is-like-this-incredibly-overused-term-in-negotiations-i-just/) [Christopher Voss](https://sms4smile.com/quotes/author/christopher-voss/) > [The Fundamental Principle that governs - or ought to govern -human affairs if we wish to avoid misunderstandings, conflicts, or pointless utopias, is negotiation.](https://sms4smile.com/quotes/umberto-eco/the-fundamental-principle-that-governs-or-ought-to-govern-human/) [Umberto Eco](https://sms4smile.com/quotes/author/umberto-eco/) > [Negotiation is often described as the art of letting the other side have your way. You have to give the other side a chance…](https://sms4smile.com/quotes/christopher-voss/negotiation-is-often-described-as-the-art-of-letting-the-other-side/) [Christopher Voss](https://sms4smile.com/quotes/author/christopher-voss/) [Browse all 1,728 Negotiation quotes ](https://sms4smile.com/quotes/about/negotiation/) ```json { "@context": "https://schema.org", "@graph": [ { "@type": "Quotation", "text": "“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).”", "creator": { "@type": "Person", "name": "Roger Fisher" }, "isPartOf": { "@id": "https://sms4smile.com/quotes/#website" }, "url": "https://sms4smile.com/quotes/roger-fisher/for-more-on-the-core-concerns-and-how-to-manage-them-in-negotiation/", "about": { "@type": "Thing", "name": "Negotiation" }, "@id": "https://sms4smile.com/quotes/roger-fisher/for-more-on-the-core-concerns-and-how-to-manage-them-in-negotiation/#quotation", "image": { "@type": "ImageObject", "@id": "https://sms4smile.com/quotes/i/3e4/roger-fisher-54470_negotiation_for-more-on-the-core-concerns-and-how-to_1616710.jpg", "contentUrl": "https://sms4smile.com/quotes/i/3e4/roger-fisher-54470_negotiation_for-more-on-the-core-concerns-and-how-to_1616710.jpg", "url": "https://sms4smile.com/quotes/i/3e4/roger-fisher-54470_negotiation_for-more-on-the-core-concerns-and-how-to_1616710.jpg", "width": 1080, "height": 1080, "caption": "“For more on the core concerns and how to manage them in negotiation, see Roger Fisher and Daniel Shapiro…” — Roger Fisher", "creditText": "SMS4Smile Quotes", "creator": { "@id": "https://sms4smile.com/quotes/#organization" } } }, { "@type": "BreadcrumbList", "itemListElement": [ { "@type": "ListItem", "position": 1, "name": "Home", "item": "https://sms4smile.com/" }, { "@type": "ListItem", "position": 2, "name": "Quotes", "item": "https://sms4smile.com/quotes/" }, { "@type": "ListItem", "position": 3, "name": "Roger Fisher", "item": "https://sms4smile.com/quotes/author/roger-fisher/" }, { "@type": "ListItem", "position": 4, "name": "“For more on the core concerns...", "item": "https://sms4smile.com/quotes/roger-fisher/for-more-on-the-core-concerns-and-how-to-manage-them-in-negotiation/" } ], "@id": "https://sms4smile.com/quotes/roger-fisher/for-more-on-the-core-concerns-and-how-to-manage-them-in-negotiation/#breadcrumb" }, { "@type": "WebSite", "@id": "https://sms4smile.com/quotes/#website", "name": "SMS4Smile Quotes", "url": "https://sms4smile.com/quotes/", "publisher": { "@id": "https://sms4smile.com/quotes/#organization" } }, { "@type": "Organization", "@id": "https://sms4smile.com/quotes/#organization", "name": "SMS4Smile Quotes", "url": "https://sms4smile.com/quotes/", "logo": { "@type": "ImageObject", "url": "https://sms4smile.com/quotes/wp-content/themes/sq/assets/icons/icon-512.png", "width": 512, "height": 512 } } ] } ```