Georg Berkel

Learning to Negotiate

• Broschiertes Buch

Produktbeschreibung

Moving beyond the typical rulebook approach to negotiation, this new textbook combines practitioner guidance with empirical research to teach negotiation as a skill that can be learned and mastered. For MBA and law students studying negotiation, as well as executives seeking to develop these skills.

Produktdetails

• Verlag: Cambridge University Press
• Seitenzahl: 328
• Erscheinungstermin: 15. Januar 2024
• Englisch
• Abmessung: 246mm x 189mm x 18mm
• Gewicht: 710g
• ISBN-13: 9781108811071
• ISBN-10: 1108811078
• Artikelnr.: 60019960

Autorenporträt

Georg Berkel has both negotiated contracts and taught negotiation across the globe for many years. He is a visiting lecturer at and Ludwig-Maximilians-Universität München and Freie Universität Berlin, and is professor of business administration and law at IUBH, Germany.

Inhaltsangabe

Preface; Introduction; Part I. Ambivalence: 1. The tactical paradox; 2. The strategic dilemma; 3. The cognitive ambiguity; Part II. Blocking: 4. The illusion of coherence; 5. The illusion of competence; 6. The illusion of acumen; Part III. Ambitious Humility: 7. Understanding; 8. Know how; 9. Thinking; Outlook; Bibliography; Index.

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Preface
Introduction
Part I. Ambivalence: 1. The tactical paradox
2. The strategic dilemma
3. The cognitive ambiguity
Part II. Blocking: 4. The illusion of coherence
5. The illusion of competence
6. The illusion of acumen
Part III. Ambitious Humility: 7. Understanding
8. Know how
9. Thinking
Outlook
Bibliography
Index.

Rezensionen

'Georg Berkel has set a high bar for himself - to provide a simple and pragmatic way of understanding the complicated topic of learning to negotiate - and has succeeded admirably. He takes us on a journey that explores the broad fields in which negotiation is practiced, and the equally broad fields of negotiation and learning theory. He does so, moreover, in a clear and conversational style that retains our attention and increases our knowledge, even as the subject matter becomes more and more complex. I could not recommend this book more highly.' Stephen B. Goldberg, Dispute Resolution Services, and Professor of Law Emeritus, Northwestern University