Negotiating as Emotion Management

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NEGOTIATING AS EMOTION MANAGEMENT
_{Prof. dr. Willem Mastenbroek, E-book.}

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 participants 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.
'Negotiating as emotion management' describes the historical development of negotiating skills and the most recent trends. A fascinating investigation!
The summaries and checklists provide easy access to the content. Concepts are expressed by scales which also can be used as a means for personal feedback.