| 000 | 01295nam a2200253uu 4500 | ||
|---|---|---|---|
| 001 | 5060316504712 | ||
| 003 | OSt | ||
| 005 | 20190211155942.0 | ||
| 008 | 050603s2000 xx ||||g| |0|| 0 eng d | ||
| 020 | _a0674003357 | ||
| 090 |
_a2.15 _bM686b |
||
| 100 | 1 |
_aMNOOKIN, Robert H. _97302 |
|
| 245 | 1 | 0 |
_aBeyond winning : _bnegotiating to create value in deals and disputes |
| 260 |
_aCambridge : _bBelknap Press of Harvard University, _c2000 |
||
| 300 | _a354 p. | ||
| 505 | 8 | 0 |
_tPart I - The dynamics of negotiation _t1. The tension between creating and distribuitng value _t2. The tension between empathy and assertiveness _t3. The tension between principals and agents _tPart II - Why lawyers? _t4. The challenges of dispute resolution _t5. The challenges of deal-making _t6. Psychological and cultural barriers _tPart III - A problem-solving approach _t7. Behind the table _t8. Across the table _t9. Advice for resolving disputes _t10. Advice for making deals _tPart IV - Special issues _t11. Professional and ethical dillemas _t12. Organizations and multiple parties |
| 650 | 4 |
_aNegociação _912278 |
|
| 650 | 4 |
_aDireito _912848 |
|
| 700 | 1 |
_aPEPPET, Scott R. _921292 |
|
| 700 | 1 |
_aTULUMELLO, Andrew S. _921293 |
|
| 942 | _cG | ||
| 998 |
_a20050603 _b1650^b _cCamila |
||
| 998 |
_a20061206 _b1040^b _cZailton |
||
| 999 |
_aConvertido do Formato PHL _bPHL2MARC21 1.1 _c13168 _d13168 |
||
| 041 | _aeng | ||