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


home libri books ebook dvd e film top ten sconti 0 Carrello


Torna Indietro

berkel georg - learning to negotiate

Learning to Negotiate




Disponibilità: Normalmente disponibile in 15 giorni
A causa di problematiche nell'approvvigionamento legate alla Brexit sono possibili ritardi nelle consegne.


PREZZO
28,98 €
NICEPRICE
27,53 €
SCONTO
5%



SPEDIZIONE GRATIS
con corriere veloce per acquisti oltre 29,00 €.


Pagabile anche con 18App Bonus Cultura e Carta del Docente


Facebook Twitter Aggiungi commento


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.







i libri che interessano a chi ha i tuoi gusti





Altre Informazioni

ISBN:

9781108811071

Condizione: Nuovo
Dimensioni: 245 x 16 x 189 mm Ø 710 gr
Formato: Brossura
Illustration Notes:Worked examples or Exercises
Pagine Arabe: 326






Utilizziamo i cookie di profilazione, anche di terze parti, per migliorare la navigazione, per fornire servizi e proporti pubblicità in linea con le tue preferenze. Se vuoi saperne di più o negare il consenso a tutti o ad alcuni cookie clicca qui. Chiudendo questo banner o proseguendo nella navigazione acconsenti all’uso dei cookie.

X