01789cam a2200301 i 4500 99116415443504341 20250828090153.0 200629s2021 enk b 001 0 eng 2020029464 9781108495912 hardcover 9781108811071 paperback (OCoLC)1163952794 (OCoLC)on1163952794 DLC eng rda DLC OCLCO OCLCF YDX UKMGB NLE pcc NLES BF637.N4 B47 2021 Berkel, Georg, 1971- author. Learning to negotiate / Georg Berkel. Cambridge : Cambridge University Press, 2021. xii, 313 pages ; 25 cm Includes bibliographical references and index. 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. Negotiation Study and teaching. Mediation Study and teaching. Conflict management Study and teaching. lcc 0 0 lcc 0 0 TBS TBS 2025-08-28 0 BF637.N4 BER B07611 2025-08-28 1 2025-08-28 1 4893 4893