NEG_GUE
Monografia
138GRAL
GUERNSEY, Thomas F.
A practical guide to negotiation / Thomas F. Guernsey.- Indiana : National Institute for Trial Advocacy (NITA), 1996.- XII, 148p. ; 25cm. - (NITA pratical guide series)
fundo documental do GRAL
ISBN 1-55681-500-X (Broch.) :
NEGOCIAÇÃO
Preface. Chapter 1. Negotiating strategies and styles. Chapter 2. The ten stage negotiation. Chapter 3. The social psychology of negotiation. Chapter 4. Preparing and planing for the negotiation. Chapter 5. Opening discussions: Ice breaking and setting the agenda. Chapter 6. Information bargaining. Chapter 7. exchange. Chapter 8. crisis and outcome. Chapter 9. Ethical considerations. PREPARATION AND PLANNING WORKSHEET. POST NEGOTIATION WORKSHEET. SELECTED BIBLIOGRAPHY : articles. Selected books. INDEX