Learning To Negotiate - Berkel Georg | Libro Cambridge University Press 09/2020 - HOEPLI.it


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berkel georg - learning to negotiate

Learning to Negotiate




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Dettagli

Genere:Libro
Lingua: Inglese
Pubblicazione: 09/2020





Note Editore

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.




Sommario

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.




Autore

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.







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Altre Informazioni

ISBN:

9781108495912

Condizione: Nuovo
Dimensioni: 253 x 19 x 193 mm Ø 850 gr
Formato: Copertina rigida
Pagine Arabe: 326






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