01071nam a2200205 4500 31602 9041188967 31602 20120829d2003 y0pory50 ba eng Negotiation theory and practice Alvin L. Goodman, Jacques Rojot Hague (etc.) Kluwer Law International 2003 XII, 347p. 26cm Fundo documental do GRAL 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 NEGOCIAÇÃO 15633 RESOLUÇÃO ALTERNATIVA DE LITÍGIOS 21493 GOODMAN Alvin L. 24242 NEG_GOL 0 NEG__GOL 2021-12-17 206GRAL 35556 DGPJ DGPJ DGPJ206GRAL385396 NEG_GOL 2021-12-17 0 MO