01721cam a2200265 i 45000010018000000050017000180080041000350100017000760200029000930200029001220350022001510350024001730400054001970420008002510500023002591000035002822450044003172640052003613000028004135040051004415200846004926500037013386500035013756500045014109911641544350434120250828090153.0200629s2021    enk      b    001 0 eng    a  2020029464  z9781108495912qhardcover  a9781108811071qpaperback  a(OCoLC)1163952794  a(OCoLC)on1163952794  aDLCbengerdacDLCdOCLCOdOCLCFdYDXdUKMGBdNLE  apcc00aBF637.N4bB47 2021  aBerkel, Georg,d1971-eauthor.10aLearning to negotiate c/ Georg Berkel. 1aCambridge :bCambridge University Press,c2021.  axii, 313 pages ;c25 cm  aIncludes bibliographical references and index.  aWe 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. 0aNegotiationxStudy and teaching. 0aMediationxStudy and teaching. 0aConflict managementxStudy and teaching.