Learning to Negotiate

ISBN-13: 9781108495912 / Angielski / Twarda / 2020 / 326 str.

Georg Berkel

Opis

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.

Recenzje

'Georg Berkel´s book is unmatched in explaining both how to negotiate better and how to learn it. It is concise, scientifically thorough, and underpinned with numerous practical examples and illustrations … a remarkable book with all ingredients to earn a place among the classics of negotiation literature.' Jürgen Klowait, Zeitschrift für Konfliktmanagement

Spis treści

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.