01345nam a2200193   450000100060000001000150000609000100002110000410003110100080007220000890008021000350016921500260020430000880023033006690031860600260098770000250101385200120103899501010105031607  a0140235310  a31607  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.  aNEGOCIAÇÃO915633  aFISHERbRoger924246  jNEG_FIS  104NEG__FIS52021-12-17621GRAL935561aDGPJcDGPJfDGPJ21GRAL385697kNEG_FISn2021-12-17o0rMO