Berkel, Georg 1971- creator author. text bibliography enk 2021 monographic eng

print

xii, 313 pages ; 25 cm 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. / Georg Berkel. Includes bibliographical references and index. Negotiation Study and teaching Mediation Study and teaching Conflict management Study and teaching BF637.N4 B47 2021 9781108811071 2020029464 DLC 200629 20250828090153.0 99116415443504341 eng