Negotiation Consulting & Training

About

Practice. Research. Teaching.

Dr. Georg Berkel

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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 Unversity 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 in 2008 I began teaching on the side, and have been a visiting lecturer at the University of Munich ever since. In 2012 I decided to focus on consulting and training. 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

Academic Teaching

Freie Universität Berlin, Germany
Visiting Lecturer, since 2013

Dresden International University, Germany
Visiting Lecturer, 2017

Nagoya City University, Japan
Visiting Lecturer, 2013

IUBH University, Germany
Professor for Business Administration and Law, since 2012

IDC Herzliya, Israel
Visiting Lecturer European Studies, 2011

Ludwig-Maximilians-Universität München, Germany
Visiting Lecturer, since 2008


Publications

  • “Learning to Negotiate” Forthcoming 2019

  • “Father to Son. The Mediation of Family Firm Succesion Conflict” (2nd.), Springer, 2019

  • Review of “Mediationsgesetz Kommentar by Klowait and Gläßer”, Zeitschrift für Konfliktmanagement (german), 2018

  • “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

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 2019)

Harvard Law School PON “Solar Power” Role Play, 2016

IUBH Negotiation Course Books I and II, 2016

Kellogg School of Management DRRC “Kukui Nuts” (with Prof. Shirli Kopelman) and “Solaris” Role Plays, 2012 & Teaching Webinar

 

Grants

NTR Negotiation and Team Resources Institute Teaching Grant, 2018

Northwestern University, Kellogg School of Management DRRC Dissertation Research Grant, 2006


As Partcipant

The University of California at Berkeley, Haas School of Business “Negotiation and Influence” by Program Director Holly Schroth, 2015

Harvard Law School, 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)