01122nam a2200217 4500 31603 155681500X 31603 20120829d1996 y0pory50 ba eng A practical guide to negotiation Thomas F. Guernsey Indiana National Institute for Trial Advocacy (NITA) 1996 XII, 148p. 25cm NITA pratical guide series fundo documental do GRAL Preface. 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 NEGOCIAÇÃO 15633 GUERNSEY Thomas F. 121636 NEG_GUE 0 NEG__GUE 2021-12-17 138GRAL 35557 DGPJ DGPJ DGPJ138GRAL385457 NEG_GUE 2021-12-17 0 MO