000			02040nam a2200253uu 4500
001			0080913420241
003			OSt
005			20250627062538.0
008			100809s1995 xx ||||g| |0|| 0 eng d
020			_a9780140235319
090			_a2.15 _bF5331g
100	1		_93582 _aFisher, Roger
245	1	0	_aGetting ready to negotiate : _bthe getting to yes workbook
260			_aNew York : _bPenguin Books, _c1995
300			_a192 p.
505	8	0	_t2. In a hurry? _tThe seven elements of negotiation _t3. Interests: What do people really want? _tIdentify the relevant parties _tClarify the interests _tProbe for underlying interests _t4. Options: What are possible agreements or bits of an agreement? _tCreate options to meet interests _tFind ways to maximize joint gains _t5. Alternatives: What will i do if we do not agree? _tThink of my alternatives to a negotiated agreement _tSelect and improve my BATNA _tIdentify alternatives open to the other side _tEstimate their BATNA _t6. Legitimacy: What criteria will i use to persuade each of us that we are not being ripped off? _tUse external standards as a sword and as a shield _tUse the fairness of the process to persuade _tOffer them an attractive way to explain their decision _t7. Communication: Am i ready to listen and talk effectively? _tQuestion my assumptions and identify things to listen for _tReframe to help them understand _t8. Relationship: Am i ready to deal with the relationship? _tSeparate people issues from substantive issues _tPrepare to build a good working relationship _t9. Commitment: What commitments should i seek or make? _tIdentify the issues to be included in the agreement _tPlan the steps to agreement _tMoving from preparation to negotiation _t10. Getting ready to agree
590			_aDoado pelo Projeto de Cooperação Brasil-Canadá - Desenvolvimento de Capacidade de Governança
650		4	_912278 _a Negociação
650		4	_aManual _912910
700	1		_aERTEL, Danny _929344
942			_cG
998			_a20100809 _b1342^b _cJaqueline
998			_a20100903 _b1012^b _cJaqueline
999			_aConvertido do Formato PHL _bPHL2MARC21 1.1 _c35403 _d35403
041			_aeng