Fisher, Roger <br/><br/>
Beyond reason :  using emotions as you negotiate / 
por Roger Fisher e Daniel Shapiro. -- 
 - Estados Unidos :  Viking,  2005. 
 - 256 p. :  il. 
<br/><br/> 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 
<br/><br/><label>ISBN: </label>0670034509 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Negociação--Estados Unidos<br/>Contratos--Estados Unidos<br/> Metodologia<br/>Psicologia