01022nam a2200181   450000100060000001000150000610000410002110100080006220000570007021000640012721500210019122500310021230000290024333005130027260600190078570000240080485200120082831603  a155681500X  a20120829d1996       y0pory50      ba  aeng  aA practical guide to negotiationfThomas F. Guernsey  aIndianacNational Institute for Trial Advocacy (NITA)d1996  aXII, 148p.d25cm  aNITA pratical guide series  afundo documental do GRAL  aPreface. 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    aNEGOCIAÇÃO  aGUERNSEYbThomas F.  jNEG_GUE