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_93582 _aFisher, Roger |
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_aBeyond reason : _busing emotions as you negotiate / _cpor Roger Fisher e Daniel Shapiro. -- |
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_aEstados Unidos : _bViking, _c2005. |
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_a256 p. : _bil. |
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_tIntroduction _tI. THE BIG PICTURE _t1. Emotions Are Powerful, Always Present, and Hard to Handle _t2. Address the Concern, Not the Emotion _tII. TAKE THE INITIATIVE _t3. Express Appreciation - Find Merit in What Others Think, Feel, or Do and Show It _t4. Build Affiliation - Turn an Adversary into a Colleague _t5. Respect Autonomy - Expand Yours (and Don't Impinge upon Theirs) _t6. Acknowledge Status - Recognize High Standing Wherever Deserved _t7. Choose a Fulfilling Role - and Select the Activities Within It _tII. SOME ADDITIONAL ADVICE _t8. On Strong Negative Emotions - They Happen. Be Ready _t9. On Being Prepared - Prepare on Process, Substance, and Emotion _tI0. On Using These Ideas in the "Real World» - A Personal Account by Jamil Mahmad, Former President of Ecuador _tIV. CONCLUSION _tV. END MATTER _tSeven Elements of Negotiation _tGlossary _tWorks Consulted _tAcknowledgments _tAnalytical Table of Contents _tAbout the Authors |
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_963744 _aNegociação _zEstados Unidos |
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_911997 _a Metodologia |
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_913029 _aPsicologia |
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_967592 _aShapiro, Daniel, _d1971- |
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