Georg Berkel

Learning to Negotiate (eBook, ePUB)

• Format: ePub

Produktbeschreibung

We negotiate every day, as managers or lawyers, parents, friends, and citizens. Decades of research have generated an abundance of knowledge about how to negotiate but this research also tells us that we still fall far short of our abilities. Much less has been written about how to learn to negotiate. Comprehensively addressing both of these questions, this new textbook combines practitioner guidance with empirical research to teach negotiation as a skill that can be learned and mastered. Leaving behind the typical quick-fix solutions of the rulebook approach to negotiation, Berkel backs up his practical advice with a wealth of examples, case studies, and graphic illustrations. This is an invaluable book for MBA, law and other professional students, as well as executives seeking to develop and improve their skills in negotiation.

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Produktdetails

• Verlag: Cambridge University Press
• Erscheinungstermin: 24. September 2020
• Englisch
• ISBN-13: 9781108852654
• Artikelnr.: 62746339

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