Learning to Negotiate

ISBN-13: 9781108811071 / Angielski / Miękka / 2020 / 326 str.

Georg Berkel

Opis

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.

Recenzje

'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

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.

O autorze

Berkel, Georg 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.