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Strong emotions, when effectively channeled, can make you a passionate advocate for your side in a negotiation. But negative emotions - feelings of betrayal, anger, frustration, worry, or embarrassment - can also arise in the heat of the moment; and when your feelings get the better of you during a negotiation, they become distracting and potentially destructive. This article looks at a recently published book by negotiation scholars Roger Fisher and Daniel Shapiro, Beyond Reason: Using Emotions as You Negotiate, that offers a new framework for dealing effectively with emotions in negotiation. By expressing appreciation for the other party''s concerns, building affiliation, respecting the autonomy and status of all concerned, and playing the right roles in a negotiation, we can guard against acting irrationally or in other harmful ways. And we can rise to the challenge of stimulating helpful emotions in those with whom we negotiate - and in ourselves.