000			04059nam a2200265uu 4500
001			9090914293637
003			OSt
005			20190211165242.0
008			090909s1999 xx ||||g| |0|| 0 eng d
020			_a1882711001
090			_a2.15 _bN384n
245	1	0	_aNegotiation theory and practice
260			_aCambridge : _bProgram on Negotiation Books, _c1999
300			_a458 p.
505	8	0	_tSection I. The nature of conflict and negotiation _tSome wise and mistaken assumptions about conflict and negotiation - Jeffrey Z. Rubin _tAn interview with Mary Parker Follet - Albie M. Davis _tStrategic choice in negotiation - Dean G. Pruitt _tAnatomy of a crisis - William L. Ury and Richard Smoke _tSection II. Organizing your team _tWe need a larger theory of negotiation: the importance of pre-negotiation phases - Harold H. Saunders _tNegotiation inside out: what are the best ways to relate internal negotiations with external ones? - Roger Fisher _tWhen should we use agents? Direct vs. Representative negotiation - Jeffrey Z. Rubin and Frank E. A. Sander _tMock pseudo-negotiations with surrogate disputants - Howard Raiffa _tSection III. Getting to the table prepared _tThe power of alternatives or the limits to negotiation - David A. Lax and James K. Sebenius _tThe role of power and principle in getting to yes - William McCarthy _tBeyond yes - Roger Fisher _tNegotiation power: getting and using influence - Roger Fisher _tSaying you're sorry - Stephen B. Goldberg, Eric D. Green and Frank E. A. Sander _tSection IV. The negotiations proper _tCommon elements in the analysis of the negotiation process - I. William Zartman _tInterests: the measure of negotiation - David A. Lax and James K. Sebenius _tYour draft or mine? - Jeswald W. Salacuse _tTen Commandments for a negotiator - Janos Nyerges _tSection V. The negotiation context _tNegotiator judgment: a critical look at the rationality assumption - Max H. Bazerman _tThe eastern airlines saga: grounded by a contest of wills - Robert B. McKersie _tStrategy and self-command - Thomas C. Shelling _tTiming and the initiation of de-escalation moves - Louis Kriesberg _tSection VI. Culture, race, gender, and style _tRethinking the culture-negotiation link - Robert J. Janosik _tBreaking away from subtle biases - J. William Breslin _tMaking deals in strange places: a beginner's guide to international business negotiations - Jeswald W. Salacuse _tHer place at the table: a consideration of gender issues in negotiation - Deborah M. Kolb and Gloria G. Coolidge _tThe role of personality in successful negotiating - Roderick W. Gilkey and Leonard Greenhalgh _tSection VII. Follow-up and implementation _tDesigning an effective dispute resolution system - William L. Ury, Jeanne M. Brett and Stephen B. Goldberg _tEnhancing the capacity of organizations to deal with disputes - Deborah M. Kolb and Susan S. Silbey _tPost-settlement settlements - Howard Raiffa _tSome additional thoughts on post-settlement settlements - Alvin E. Roth _tPost-settlement settlements in two-party negotiations - Max H. Bazerman, Lee E. Russ and Elaine Yakura _tRenegotiations in international business - Jeswald W. Salacuse _tSection VIII. Multilateral negotiation _tMultilateral negotiation : an analytic approach - Saadia Touval _tMultilateral negotiation and the future of american labor - Charles Heckscher _tThe emerging system of international negotiations - Victor A. Kremenyuk _tThe art of preparing a multilateral conference - Klaus L. Aurisch _tSection IX. Third party intervention _tMediated negotiation in the public sector - Lawrence Susskind and Connie Ozawa _tEffectiveness of the biased mediator - William P. Smith _tBias and mediators' ethics - Chistopher Honeyman _tThe corporate ombudsman: an overview and analysis - Mary P Rowe
650		4	_aNegociação _912278
650		4	_aGestão de Conflitos _913007
650		4	_aGênero _911945
650		4	_aMediação _916379
700	1		_a _937517
942			_cG
998			_a20090909 _b1429^b _cDaiane
998			_a20130618 _b0946^b _ckarina
999			_aConvertido do Formato PHL _bPHL2MARC21 1.1 _c29803 _d29803
041			_aeng