Negotiating as emotion management

Outstanding features of this book are: * Unique are the insights and practical suggestions to deal with emotions. Negotiating is seen as a mix of rational choic... » 

Outstanding features of this book are: * 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 transparent 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. «