Dr. Georg Berkel
I have worked as lawyer and executive in the chemical and power generation industries for more than a decade. Based in Germany and later in Israel, I have negotiated contract terms and conditions for very large transactions all over the world.
Qualified as a German attorney, I earned my MBA at IESE and Ph.D. at the University of St. Gallen. My work is grounded on the rigorous empirical research of the Kellogg Graduate School of Management´s Dispute Resolution Research Center, where I spent a year as visiting scholar.
In 2007 I earned the Center´s first Negotiation Research and Teaching Certificate. Upon my return to Siemens I began teaching as a visiting lecturer at the University of Munich (2008 - 2023). In 2012 I shifted my focus to teaching by becoming a professor at IU as well as training in private practice. I have now taught in 19 countries in Europe, Asia, the Middle East and the Americas.
Education
University of St. Gallen, Switzerland Dr. oec., 2008
Northwestern University, Kellogg School of Management, DRRC, USA Negotiation Research and Teaching Certificate, 2007
IESE Business School, Universidad de Navarra, Barcelona, Spain MBA, 2002
Oberlandesgericht Saarbrücken, Germany II. Legal State Exam (Bar Exam), 2000
FernUniversität Hagen, Germany Mediation, 1999 & 2008
University of Passau, Germany I. Legal State Exam, 1997
Publications
“Das Harvard-Konzept Weiterentwickelt: William Ury im Interview”, Zeitschrift für Konfliktmanagement, 2023
“Learning to Negotiate”, Cambridge University Press, 2021
“Mehr Mindset. Erweiterung des Growth Mindsets” (with Dr. Dorette Lochner), ManagerSeminare 285 (German), 2021
Review of “The Bartering Mindset by Brian C. Gunia”, Zeitschrift für Konfliktmanagement (German), 2019
“Father to Son. The Mediation of Family Firm Succesion Conflict” (2nd.), Springer, 2019
“Zur Diskussion gestellt: Deal Mediation als Konfliktbeilegung?”, Zeitschrift für Konfliktmanagement (german), 2018
“Contract Management” in: “Business Project Management and Marketing. Mastering Business Markets” (Ed. Kleinaltenkamp, Plinke, Geiger), Springer, 2016
“Deal Mediation: Erfolgsfaktoren professioneller Vertragsverhandlungen”, Zeitschrift für Konfliktmanagement (german), 2016
“Global Negotiations. A conversation with Professor Jeanne Brett”, Zeitschrift für Konfliktmanagement, 2016
“Game Theory and Negotiations. A conversation with Professor Keith Murnighan”, Zeitschrift für Konfliktmanagement, 2015
“The Role of the Mediator. A conversation with Professor Stephen B. Goldberg”, Zeitschrift für Konfliktmanagement, 2015
“Allianzen Erfolgreich Verhandeln” (with Prof. Dr. Sascha Albers), Zeitschrift für Konfliktmanagement (german), 2015
“Contract Management” in: “Auftrags- und Projektmanagement. Mastering Business Markets” (Ed. Kleinaltenkamp, Plinke, Geiger), Springer (german), 2013
Open Enrollment Workshops
Eucon - Europäisches Institut für Konfliktmanagement Besser Verhandeln Lernen (4 days, online certificate workshop), 2021
University of Southern Denmark, Danfoss Center of Global Business, Denmark
International Negotiations (1 day), 2016
Universität St. Gallen, Switzerland
Negotiation Skills (2 days, with Prof. Dr. Vito Roberto), 2015
Freie Universität Berlin, Germany
Contract Management (2 days), 2013
Ludwig-Maximilians-Universität München, Germany
Negotiation for Insurance Executives (1 day), 2006
Presentations
14. Konfliktmanagement-Kongress, Hannover, Germany Wirtschaftskonflikte - Therapie und Prophylaxe durch Mediation (with Dr. Hans-Uwe Neuenhahn), 2017
Eucon, Munich, Germany
Deal Mediation. Erfolgsfaktoren professioneller Verhandlungsführung, 2016
79. UFI - Global Association of the Exhibition Industry, Abu Dhabi
Successfull Family Firm Succession, 2012
Teaching Materials
Negotiation and Team Resources Institute Negotiation Teaching Videos (forthcoming 2020)
Harvard Law School Role Play, 2016
IUBH Course Books, 2016
Kellogg School of Management Role Plays (partly with Prof. Shirli Kopelman) & Teaching Webinar, 2012
Grants
NTR Negotiation and Team Resources Institute Teaching Grant, 2018
Northwestern University, Kellogg School of Management DRRC Dissertation Research Grant, 2006
As Partcipant
Harvard Law School, The Program on Negotiation “Mediation and Conflict Management”, 2023
The University of California at Berkeley, Haas School of Business “Negotiation and Influence” Program Director Holly Schroth, 2015
Harvard Law School, The Program on Negotiation “Teaching Negotiations in the Organization”, 2008
The Center for Conflict Resolution Chicago “Mediation”, 2006
Associations
IACM International Association for Conflict Management
EUCON Europäisches Institut für Conflict Management e.V.
Round Table Mediation and Conflict Management of the German Economy (2008 - 2012)