Getting ready to negotiate : the "getting to yes" workbook / Roger Fisher, Danny Ertel
Idioma: Inglês.Publicação: New york : Penguin Books, 1995 Descrição física: IX, 174, [18]p.; 24cmISBN: 0140235310Assunto: 15633Localização e Cota : NEG_FIS Resumo: 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.| Item type | Current location | Call number | Copy number | Status | Date due | Barcode |
|---|---|---|---|---|---|---|
| Monografias | Biblioteca da Direção-Geral da Política de Justiça | NEG_FIS (Browse shelf) | 21GRAL | Available | DGPJ21GRAL385697 |
A step-by-step guide to preparating for any negotiation. | Fundo documental do GRAL
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.
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