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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.
Negotiations are complex examples of the dynamics of human interaction. In this book, you’ll gain an understanding of how to dynamically interact with other people, including: - choosing negotiating styles, - adopting negotiation strategies, - keeping your cool while negotiating, - using questions to achieve negotiating success.
Have you talked with people from other cultures or generations? How did you feel? What did you learn? Inclusive negotiating means that you can effectively negotiate with others, regardless of age, gender, or culture. Our world is getting smaller and more interconnected every day.
It’s important for you to develop the skills needed to negotiate effectively with a wide range of culturally diverse people. Cross-cultural and cross-generational negotiating take an extra level of understanding.Not only must you be aware of the negotiation issues, you must also take your counterpart’s biases and beliefs into account as you negotiate. Sometimes these factors can even outweigh the negotiation itself.
