Learning to Negotiate
Cambridge University Press
Edition: Illustrated, 9/24/2020
EAN 9781108495912, ISBN10: 1108495915
Hardcover, 326 pages, 24.8 x 19.7 x 1.9 cm
Language: English
Originally published in English
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.