{"product_id":"learning-to-negotiate-paperback-9781108811071","title":"Learning to Negotiate (Paperback \/ softback) 9781108811071","description":"\u003cfont face=\"Georgia\"\u003e\r\n\u003cp\u003e\u003cfont size=\"6\"\u003eLearning to Negotiate\u003c\/font\u003e\u003cbr\u003e\r\n\r\n\r\n\u003c\/p\u003e\n\u003cp\u003e\u003cem\u003eCombining practitioner guidance with empirical research, this new textbook teaches negotiation as a skill that can be learned and mastered.\u003c\/em\u003e\u003c\/p\u003e\r\n\r\n\r\n\u003cp\u003e\u003cfont size=\"4\"\u003eGeorg Berkel (Author)\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e9781108811071, Cambridge University Press\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003ePaperback \/ softback, published 24 September 2020\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e326 pages\u003cbr\u003e24.5 x 18.9 x 1.6 cm, 0.71 kg\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\u003cp align=\"justify\"\u003e\u003cem\u003e\u003cfont size=\"3\"\u003e'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\u003c\/font\u003e\u003c\/em\u003e\u003c\/p\u003e\r\n\r\n\u003cp align=\"justify\"\u003e\u003cstrong\u003e\u003cfont size=\"3\"\u003eWe 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.\u003c\/font\u003e\u003c\/strong\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003ePreface\u003cbr\u003e Introduction\u003cbr\u003e Part I. Ambivalence: 1. The tactical paradox\u003cbr\u003e 2. The strategic dilemma\u003cbr\u003e 3. The cognitive ambiguity\u003cbr\u003e Part II. Blocking: 4. The illusion of coherence\u003cbr\u003e 5. The illusion of competence\u003cbr\u003e 6. The illusion of acumen\u003cbr\u003e Part III. Ambitious Humility: 7. Understanding\u003cbr\u003e 8. Know how\u003cbr\u003e 9. Thinking\u003cbr\u003e Outlook\u003cbr\u003e Bibliography\u003cbr\u003e Index.\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eSubject Areas: Business negotiation [\u003ca title=\"See our other books on Business negotiation\" href=\"https:\/\/freshlyprintedbooks.co.uk\/search?q=%22Business%20negotiation%20%5BKJN%5D%22\"\u003eKJN\u003c\/a\u003e], Management: leadership \u0026amp; motivation [\u003ca title=\"See our other books on Management: leadership \u0026amp; motivation\" href=\"https:\/\/freshlyprintedbooks.co.uk\/search?q=%22Management:%20leadership%20\u0026amp;%20motivation%20%5BKJMB%5D%22\"\u003eKJMB\u003c\/a\u003e], Management \u0026amp; management techniques [\u003ca title=\"See our other books on Management \u0026amp; management techniques\" href=\"https:\/\/freshlyprintedbooks.co.uk\/search?q=%22Management%20\u0026amp;%20management%20techniques%20%5BKJM%5D%22\"\u003eKJM\u003c\/a\u003e]\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\u003c\/font\u003e","brand":"Cambridge University Press","offers":[{"title":"Default Title","offer_id":46001529815320,"sku":"9781108811071","price":23.69,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0730\/2037\/5320\/products\/9781108811071i_461a2307-6b19-48a8-81e3-cc823ee2ba1d.jpg?v=1696719653","url":"https:\/\/freshlyprintedbooks.co.uk\/products\/learning-to-negotiate-paperback-9781108811071","provider":"Freshly Printed Books","version":"1.0","type":"link"}