000			01789cam a2200301 i 4500
001			99116415443504341
005			20250828090153.0
008			200629s2021 enk b 001 0 eng
010			_a 2020029464
020			_z9781108495912 _qhardcover
020			_a9781108811071 _qpaperback
035			_a(OCoLC)1163952794
035			_a(OCoLC)on1163952794
040			_aDLC _beng _erda _cDLC _dOCLCO _dOCLCF _dYDX _dUKMGB _dNLE
042			_apcc
049			_aNLES
050	0	0	_aBF637.N4 _bB47 2021
100			_aBerkel, Georg, _d1971- _eauthor.
245	1	0	_aLearning to negotiate _c/ Georg Berkel.
264		1	_aCambridge : _bCambridge University Press, _c2021.
300			_axii, 313 pages ; _c25 cm
504			_aIncludes bibliographical references and index.
520			_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.
650		0	_aNegotiation _xStudy and teaching.
650		0	_aMediation _xStudy and teaching.
650		0	_aConflict management _xStudy and teaching.
942			_2lcc
999			_c4893 _d4893