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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.
Combines guidance on negotiating practice and negotiating learning into a coherent, instructive narrative
Provides many case studies and graphic illustrations throughout
Draws upon a wide interdisciplinary spread of subjects beyond the central focus on business and law, including neuroscience, psychology, game theory, biology, politics, history, natural sciences, and philosophy
Description
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.
Combines guidance on negotiating practice and negotiating learning into a coherent, instructive narrative
Provides many case studies and graphic illustrations throughout
Draws upon a wide interdisciplinary spread of subjects beyond the central focus on business and law, including neuroscience, psychology, game theory, biology, politics, history, natural sciences, and philosophy
