NEG_MNO
Monografia
51GRAL
MNOOKIN, Robert H., e outros
Beyond winning : negotiating to create value in deals and disputes / Robert H. Mnookin, Scott R. Peppet, Andrew S. Tulumello.- Cambridge (Mas), London : Belknap Press, Harvard University Press, 2000.- XIII, 354p ; 24cm
Includes bibliographical references and index. | Fundo documental do GRAL
ISBN 0-674-00335-7 (Encad.) :
NEGOCIAÇÃO
Introduction. Part I - THE DYNAMICS OF NEGOTIATION : 1. The tension between creating and distributing value. 2. The tension between empaty and assertiveness. 3. The tension between principals and agents. Part II - WHY LAWYERS? 4. The challenges of dispute resolution. 5. The challenges of deal-making. 6. Psychological and cultural barriers. Part III - A PROBLEM-SOLVING APPROCH - 7. Behind the table. 8. Across the table. 9. Advice fo resolving disputes. 10. Advice for making deals. PART IV - SPECIAL ISSUES : 11. Professional and ethical dilemmas. 12. Organizations and multiple parties. Conclusion. Notes.