000			01864nam a2200265uu 4500
001			5902
003			OSt
005			20230525161628.0
008			010423s1986 xx ||||g| |0|| 0 eng d
090			_a2.15 _bL4259m
100	1		_aLAX, David A _95931
245	1	0	_aThe manager as negotiator : _bbargaining for cooperation and competitive gain
260			_aNew York : _bThe Free Press, _c1986
300			_a395 p.
505	8	0	_tChapter 1 - The manager as negotiator _tPart 1 - Negotiation analysis _tChapter 2 - The Negotiator's dilemma: creating and claiming value _tChapter 3 - Alternatives to agreement: the limits of negotiation _tChapter 4 - Interests: the measure of negotiation _tChapter 5 - Creating value, or where do joint gains really come from? _tChapter 6 - Claiming value _tChapter 7 - Managing the negotiator's dilemma _tChapter 8 - The principles applied: a budget negotiation _tChapter 9 - Changing the game: the evolution of negotiation _tChapter 10 - The approach as a whole and so-called power in bargaining _tPart 2 - Negotiation and management _tChapter 11 - What does any manager have to worry about? _tChapter 12 - Negotiation for purposes, authority, and resources: a manager's need for a mandate _tChapter 13 - Sustaining agreements _tChapter 14 - Negotiating in hierarchies: direct management _tChapter 15 - Agents and ratification _tChapter 16 - Negotiating in networks: indirect management _tChapter 17 - The manager is always in the middle: linked bargains, internal-external negotiations, mediation, and the essence of strategy
650		4	_aNegociacao _912278
650		4	_aNegociacao Coletiva _912191
650		4	_912713 _a Técnicas Administrativas
650		4	_aPerfil Gerencial _914656
650		4	_aCapacitacao Gerencial _912918
700	1		_aSEBENIUS, James K _99746
942			_cG
998			_a20010423 _bRutele _cRutelene
998			_a20061206 _b1103^b _cZailton
999			_aConvertido do Formato PHL _bPHL2MARC21 1.1 _c6069 _d6069
041			_aeng