NEG_FIS
Monografia
21GRAL
FISHER, Roger, e outro
Getting ready to negotiate : the "getting to yes" workbook / Roger Fisher, Danny Ertel.- New york : Penguin Books, 1995.- IX, 174, [18]p. ; 24cm
A step-by-step guide to preparating for any negotiation. | Fundo documental do GRAL
ISBN 0-14-023531-0 (Broch.) :
NEGOCIAÇÃO
Using This Workbook - 1. Introduction. 2. In a hurry. The Seven Elements of Negotiation - 3. INTERESTS: What people really want? 4. OPTIONS: What are possible agrremts or bits of an agreement? 5. ALTERNATIVES: What will do if we do not agree? 6. LEGITIMACY: What criteria will I use to persuade each of us that we are not being ripped off? 7. COMMUNICATION: Am I ready to listen and talk effectively. 8. RELATIONSHIP: Am I ready to deal with the relationship? 9. COMMITMENT: What commitements should I seek or make? Moving from Preparation to Negotiation. 10. Getting ready to agree. Appendix A : Getting better at preparation. Appendix B : A preparation tool kit.