01295nam a2200205 4500 31607 0140235310 31607 20120830d1995 y0pory50 ba eng Getting ready to negotiate the "getting to yes" workbook Roger Fisher, Danny Ertel New york Penguin Books 1995 IX, 174, [18]p. 24cm A step-by-step guide to preparating for any negotiation. | Fundo documental do GRAL Using 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. NEGOCIAÇÃO 15633 FISHER Roger 24246 NEG_FIS 0 NEG__FIS 2021-12-17 21GRAL 35561 DGPJ DGPJ DGPJ21GRAL385697 NEG_FIS 2021-12-17 0 MO