By Roger Fisher, Daniel Shapiro

ISBN-10: 1101218878

ISBN-13: 9781101218877

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In attending to certain, popular educator and negotiator Roger Fisher provided a universally appropriate technique for successfully negotiating own disputes. development on his paintings as director of the Harvard Negotiation undertaking, Fisher now groups with Harvard psychologist Daniel Shapiro, knowledgeable at the emotional measurement of negotiation. In past cause, they convey readers the way to use feelings to show a disagreement-big or small, specialist or personal-into a chance for mutual achieve.

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THE STARFISH AND THE SPIDER So what's an MGM CEO to do? Sam Yagan and the guys at eDonkey offered to start charging their users for the service and sharing revenues with the labels—basically, to go legit with a subscription model. But the labels wouldn't hear of it. Instead, they are busy looking for ways to survive. As the Napster II CEO puts it, "The record labels have been out there for about a hundred years. And for a hundred years they've been paying the artists cents on the dollar, if that.

You had to use the phone company's lines—there was no way around it. Until the Internet and Zennstrom came onto the scene, that is. Here was Zennstrom's idea: take the lesson from Kazaa—avoid central servers. Zennstrom's new company, Skype, let people connect to each other directly. No servers routing calls, no telephone lines to worry about. As a bonus, this time Zennstrom was going to do it within the confines of the law. Meanwhile, Skype's users were getting a great deal. They got to communicate freely with any other Skype user in the world without ever having to rely on a phone line.

It's Nevins's open system in action. The organization functions just like a starfish. You automatically become part of the leadership—an arm of the starfish, if you will— the moment you join. Thus, AA is constantly changing form as new members come in and others leave. The one thing that does remain constant is the recovery principle—the famous twelve steps. Because there is no one in charge, everyone is responsible for keeping themselves—and everyone else—on track. Even seniority doesn't matter that much: you're always an alcoholic.

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Beyond Reason: Using Emotions as You Negotiate by Roger Fisher, Daniel Shapiro

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