NEGOTIATING AS EMOTION MANAGEMENT

Willem Mastenbroek, 2002.

• 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.
  
  
• Unique are the insights and practical suggestions to deal with emotions. Negotiating is seen as a mix of rational choice and emotional drives.
  
  
• Practice and theory are integrated in a transparent framework which offers you a better grip 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.

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.

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Holland Business Publications, 2002 ISBN 90-74885-21-7

If you reside outside the Netherlands please order by Email to hbp@xs4all.nl