01173nam a2200205   450000100060000001000150000609000100002110000410003110100080007220000700008021000490015021500210019930000290022033004970024960600260074660600510077270000290082385200120085299501030086431602  a9041188967  a31602  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  aNEGOCIAÇÃO915633  aRESOLUÇÃO ALTERNATIVA DE LITÍGIOS921493  aGOODMANbAlvin L.924242  jNEG_GOL  104NEG__GOL52021-12-176206GRAL935556aDGPJcDGPJfDGPJ206GRAL385396kNEG_GOLn2021-12-17o0rMO