Αρχική / Business/Management / Learning to Negotiate

Learning to Negotiate

ΣΥΓΓΡΑΦΕΑΣ
Τιμή
26,80 €
29,80 € -10%
Διαθέσιμο κατόπιν παραγγελίας
Αποστέλλεται σε 10 - 15 εργάσιμες ημέρες. Υπό την προϋπόθεση ύπαρξης αποθέματος στον προμηθευτή.

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

Συγγραφέας: Berkel Georg
Εκδότης: CAMBRIDGE UNIVERSITY PRESS
Σελίδες: 326
ISBN: 9781108811071
Εξώφυλλο: Μαλακό Εξώφυλλο
Αριθμός Έκδοσης: 1
Έτος έκδοσης: 2020
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.

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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