NEG_GOL
Monografia
206GRAL
GOODMAN, Alvin L., e outro
Negotiation : theory and practice / Alvin L. Goodman, Jacques Rojot.- Hague (etc.) : Kluwer Law International, 2003.- XII, 347p. ; 26cm
Fundo documental do GRAL
ISBN 90-411-8896-7 (Encad.) :
NEGOCIAÇÃO, RESOLUÇÃO ALTERNATIVA DE LITÍGIOS
Introduction to the study of negotiations. 1. Understanding conflict. 2. The structure of negoatiation. 3. The nature of bargaining power. 4. Paradigms of bargaining power and process. 5. Choosing the most effective startegy. 6. Transactional analysis : a foundation for making tactical decisions. 7. Modifying perceptions. 8. The role mediation and other methods of alternative dispute resolution. 9. The effect of cultural variables upon negotiated outcomes. 10. The bargainning team. Index