Fisher, Roger
Beyond reason : using emotions as you negotiate / por Roger Fisher e Daniel Shapiro. -- - Estados Unidos : Viking, 2005. - 256 p. : il.
Introduction I. THE BIG PICTURE 1. Emotions Are Powerful, Always Present, and Hard to Handle 2. Address the Concern, Not the Emotion II. TAKE THE INITIATIVE 3. Express Appreciation - Find Merit in What Others Think, Feel, or Do and Show It 4. Build Affiliation - Turn an Adversary into a Colleague 5. Respect Autonomy - Expand Yours (and Don't Impinge upon Theirs) 6. Acknowledge Status - Recognize High Standing Wherever Deserved 7. Choose a Fulfilling Role - and Select the Activities Within It II. SOME ADDITIONAL ADVICE 8. On Strong Negative Emotions - They Happen. Be Ready 9. On Being Prepared - Prepare on Process, Substance, and Emotion I0. On Using These Ideas in the "Real World» - A Personal Account by Jamil Mahmad, Former President of Ecuador IV. CONCLUSION V. END MATTER Seven Elements of Negotiation Glossary Works Consulted Acknowledgments Analytical Table of Contents About the Authors
0670034509
Negociação--Estados Unidos
Contratos--Estados Unidos
Metodologia
Psicologia
Beyond reason : using emotions as you negotiate / por Roger Fisher e Daniel Shapiro. -- - Estados Unidos : Viking, 2005. - 256 p. : il.
Introduction I. THE BIG PICTURE 1. Emotions Are Powerful, Always Present, and Hard to Handle 2. Address the Concern, Not the Emotion II. TAKE THE INITIATIVE 3. Express Appreciation - Find Merit in What Others Think, Feel, or Do and Show It 4. Build Affiliation - Turn an Adversary into a Colleague 5. Respect Autonomy - Expand Yours (and Don't Impinge upon Theirs) 6. Acknowledge Status - Recognize High Standing Wherever Deserved 7. Choose a Fulfilling Role - and Select the Activities Within It II. SOME ADDITIONAL ADVICE 8. On Strong Negative Emotions - They Happen. Be Ready 9. On Being Prepared - Prepare on Process, Substance, and Emotion I0. On Using These Ideas in the "Real World» - A Personal Account by Jamil Mahmad, Former President of Ecuador IV. CONCLUSION V. END MATTER Seven Elements of Negotiation Glossary Works Consulted Acknowledgments Analytical Table of Contents About the Authors
0670034509
Negociação--Estados Unidos
Contratos--Estados Unidos
Metodologia
Psicologia
