01196nam a2200169   450000100060000001000150000610000410002110100080006220000890007021000350015921500260019430000880022033006690030860600190097770000180099685200120101431607  a0140235310  a20120830d1995       y0pory50      ba  aeng  aGetting ready to negotiateethe "getting to yes" workbookfRoger Fisher, Danny Ertel  aNew yorkcPenguin Booksd1995   aIX, 174, [18]p.d24cm  aA step-by-step guide to preparating for any negotiation. | Fundo documental do GRAL  aUsing This Workbook - 1. Introduction. 2. In a hurry. The Seven Elements of Negotiation - 3. INTERESTS: What people really want? 4. OPTIONS: What are possible agrremts or bits of an agreement? 5. ALTERNATIVES: What will do if we do not agree? 6. LEGITIMACY: What criteria will I use to persuade each of us that we are not being ripped off? 7. COMMUNICATION: Am I ready to listen and talk effectively. 8. RELATIONSHIP: Am I ready to deal with the relationship? 9. COMMITMENT: What commitements should I seek or make? Moving from Preparation to Negotiation. 10. Getting ready to agree. Appendix A : Getting better at preparation. Appendix B : A preparation tool kit.  aNEGOCIAÇÃO  aFISHERbRoger  jNEG_FIS