Negotiation is often imagined as a purely logical exchange, yet seasoned experts Roger Fisher and Daniel Shapiro reveal that emotions play a decisive role in every interaction at the bargaining table. Their work explores how recognizing and constructively engaging with emotions can transform negotiations from contentious standoffs into collaborative problem-solving sessions. Drawing on psychology, practical anecdotes, and decades of negotiation research, they lay out a roadmap for negotiators to navigate the human side of conflict—moving beyond mere reason to address the emotional drivers shaping outcomes.

• Emotions are central, not peripheral, to negotiation...
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