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· 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.
All you need to know
To the point information, great examples, a big help in understanding how people react in negotiatings and why.