THOMPSON, Leigh L
The mind and heart of the negotiator - 3 ed - New Jersey : Pearson Prentice Hall, 2005 - 434 p.
Part I: Essentials of negotiation Chapter 1 - Negotiation: the mind and the heart Chapter 2 - Preparation: what to do before negotiation Chapter 3 - Distributive negotiation: slicing the pie Chapter 4 - Win-win negotiation: expanding the pie Part II: Advanced negotiation skills Chapter 5 - Developing a negotiating style Chapter 6 - Establishing trust and building a relationship Chapter 7 - Power, persuasion, and ethics Chapter 8 - Creativity and problem solving in negotiations Part III: Applications and special scenarios Chapter 9 - Multiple parties, coalitions, and teams Chapter 10 - Cross-cultural negotiation Chapter 11 - Tacit negotiations and social dilemmas Chapter 12 - Negotiating via information technology
0131407384
Negociação
Racionalização Administrativa
The mind and heart of the negotiator - 3 ed - New Jersey : Pearson Prentice Hall, 2005 - 434 p.
Part I: Essentials of negotiation Chapter 1 - Negotiation: the mind and the heart Chapter 2 - Preparation: what to do before negotiation Chapter 3 - Distributive negotiation: slicing the pie Chapter 4 - Win-win negotiation: expanding the pie Part II: Advanced negotiation skills Chapter 5 - Developing a negotiating style Chapter 6 - Establishing trust and building a relationship Chapter 7 - Power, persuasion, and ethics Chapter 8 - Creativity and problem solving in negotiations Part III: Applications and special scenarios Chapter 9 - Multiple parties, coalitions, and teams Chapter 10 - Cross-cultural negotiation Chapter 11 - Tacit negotiations and social dilemmas Chapter 12 - Negotiating via information technology
0131407384
Negociação
Racionalização Administrativa
