Negotiating

As emotion management

Business & Finance, Management & Leadership, Negotiating, Human Resources & Personnel Management, Skills, Leadership
Cover of the book Negotiating by Willem Mastenbroek, ManagementSite Netwerk
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Author: Willem Mastenbroek ISBN: 9789491541025
Publisher: ManagementSite Netwerk Publication: October 21, 2012
Imprint: Language: English
Author: Willem Mastenbroek
ISBN: 9789491541025
Publisher: ManagementSite Netwerk
Publication: October 21, 2012
Imprint:
Language: English
  • Unique are the insights and practical suggestions to deal with emotions. Negotiating is seen as a mix of rational choice and emotional drives.

  • An approach of negotiating which brings together win-win and win-lose tactics. Power games, manipulations, deadlock and stubborn constituencies are part of the game.

  • Tactics and do's and don'ts are tied together in a transparent framework which offers you a better grasp on the whole negotiating process.

  • We are not born as skilled negotiators. This book is a fascinating investigation into the development of negotiating skills and the taming of fierce emotions. 
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