01015nam a2200181   450000100060000001000150000610000410002110100080006220000700007021000490014021500210018930000290021033004970023960600190073660600440075570000220079985200120082131602  a9041188967  a20120829d2003       y0pory50      ba  aeng  aNegotiationetheory and practicefAlvin L. Goodman, Jacques Rojot  aHague (etc.)cKluwer Law Internationald2003  aXII, 347p.d26cm  aFundo documental do GRAL  aIntroduction 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  aNEGOCIAÇÃO  aRESOLUÇÃO ALTERNATIVA DE LITÍGIOS  aGOODMANbAlvin L.  jNEG_GOL