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Negotiating as emotion management
Prof. dr. W.F.G. Mastenbroek
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Editorial
Prof. Dr Willem Mastenbroek

Resolve as strategy
It is not the strategy but the implementation
David CreelmanThe critical element of strategy is resolve. So don’t focus on improving your strategy. Focus on how to improve resolve. We can learn from fat smokers.
Published on 14-04-2008 [ Human Resources , Article ]

How emotional are your business goals?
Some arguments against corporate blogging
Luc de RuijterCorporate blogs are like the corporate polls and forums from the haydays of the internet revolution. These were short lived hypes, well marketed by IT-vendors. What binds all these gimmicks is their lack of practical purpose other than the seemingly never ending quest for interaction amongst communication advisors.
Published on 13-03-2007 [ IT / Internet , Article ]

Moving FORWARD with solution-focused change
A results-oriented and appreciative way of making progress
Coert Visser, Gwenda Schlundt BodienThe solution-focused approach has helped coaches, trainers, consultants and managers to be more effective in realizing their goals. Moreover, it has often made their work more enjoyable. This article presents a simple, new, and - hopefully - sticky model to describe the solution-focused approach: the FORWARD-model.
Published on 27-02-2007 [ Business Services , Article ]

Selling Professional Services
Five-steps towards a more effective services sales process
Mark HordesSelling professional services is quite different from selling products. 5 Steps to improve the professional sales process in support of the overall services sales strategy. A hands on approach! Already a quick scan of this contribution will provide you with suggestions directly applicable to your business.
Published on 19-12-2006 [ Marketing , Article ]

Organizational Innovation in Historical Perspective
Part 2 Change management as ‘policy down, actions up’
Willem MastenbroekChange efforts often does not live up to their promises because the line organization is involved in rather awkward ways. Project groups, task-forces, steering committees, special coordinators and elaborate training programs obstruct the commitment and the responsibility of bosses and workers. An approach more focused on the responsibilty and commitment of the regular organization is described and clarified with many examples.
Published on 14-08-2006 [ Change Management , Article ]

Organizational Innovation in Historical Perspective
Part 1 New types of organizations are not new
Willem MastenbroekDo we need new paradigms and 'breakthroughs'? What has proved its value over the centuries may give us something to hold on. So-called new types of organizations are recent expressions of the evolution of steering and self-organization. The changing balance between closer interdependencies and more autonomous units is related to competitive strength.
Published on 10-07-2006 [ Strategy & Administration , Article ]

Organizational Resilience in Times of Crisis
Does the people centered philosophy still work during crisis?
Coert VisserIs laying-off people during crisis a good strategy? Some organizational research is stating this does not work and may backfire even. The situation in the American airline industry after the terrorist attacks of 9/11 was an almost unparalleled crisis. An excellent chance to take the test. Which companies proved to be most resilient and why?
Published on 31-01-2006 [ Strategy & Administration , Article ]

Young Professionals: Cultivate the Habits of Friendship
You don’t have to be a natural to get better at this
David MaisterMost young professionals realize that skill in generating business will be an important determinant of their success. However, many believe that, in the early stages of their career, they do not have much opportunity to develop these skills. This could not be further from the truth.
Published on 06-01-2006 [ Business Services , Article ]

Constructive and activating management techniques
Tips for staying results focused and appreciative while directing people
Coert Visser, Gwenda Schlundt BodienDirecting people can be a challenging task. What should you do when an employee reacts defensively and does not acknowledge the point you are trying to make? Or what about an employee who raises all kinds of different subjects and one who complains utterly? This article describes a tool for dealing effectively with different kinds of resistance by employees.
Published on 22-11-2005 [ Personal Effectiveness , Article ]

Organizational behavior in historical perspective
Part 2 Emotion management, status competition and power play
Willem Mastenbroek"His manners are no good, he is a nervous extrovert, so he may be doomed!" In our times we often judge our fellow workers according to their ways of emotion management. In former days early factory owners experienced great difficulty to control violence, abuse of alcohol, obscene language and sexual intercourse. These behaviors seem to be more in control nowadays but what happens with the underlying drives and emotions?
Published on 01-11-2005 [ Personal Effectiveness , Article ]

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