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Titel: Negotiating as emotion management
Auteur: W.F.G. Mastenbroek
ISBN: 9789074885218
Conditie: Als nieuw

Willem Mastenbroek, Ph. D., is professor of Organizational Culture and Communication at the Department of Economics of the Vrije Universiteit of Amsterdam. He is partner of Holland Consulting Group in Amsterdam. Mastenbroek has a special interest in the theory and skills of negotiating. His articles and books on negotiating have been published in several languages. This is his latest book on negotiating.
Outstanding features of' Negotiating as Emotion Management':
- 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 play, manipulation, deadlock and stubborn constituencies are seen as part of the game.
- Tactics and do's & don'ts are tied together in a coherent synthesis. Practice and theory are integrated in a transparant framework which offers you a better grasp on the whole negotiating process.
- Nobody is born a skilled negotiator. Mastenbroek takes you into a fascinating investigation of the historical development of negotiating skills.

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