Learning to Negotiate

Combining practitioner guidance with empirical research, this new textbook teaches negotiation as a skill that can be learned and mastered.

Georg Berkel (Author)

9781108495912, Cambridge University Press

Hardback, published 24 September 2020

326 pages
25.3 x 19.3 x 1.9 cm, 0.85 kg

'Georg Berkel´s book is unmatched in explaining both how to negotiate better and how to learn it. It is concise, scientifically thorough, and underpinned with numerous practical examples and illustrations … a remarkable book with all ingredients to earn a place among the classics of negotiation literature.' Jürgen Klowait, Zeitschrift für Konfliktmanagement

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.

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.

Subject Areas: Business negotiation [KJN], Management: leadership & motivation [KJMB], Management & management techniques [KJM]