Introduction

Roger Fisher and Daniel Shapiro have written this book as a complementary part of the Harvard Negotiation Model. What was missing there - practical advices on how to deal with emotions - is now meant to be offered by this book. This linkage to the Harvard Model provides the book a clear structure - and the challenge for the reader to think about the practical value of this model of negotiation. Because it strictly frames the advices on how emotions should be treated properly the reader may think if there is not much more to say about emotions then the Harvard Model enables us to ...