01209nam a2200169   450000100060000001000150000610000410002110100080006220001270007021000750019721500210027230000780029333006140037160600190098570000230100485200120102731615  a0674003357  a20120903d2000       y0pory50      ba  aeng  aBeyond winningenegotiating to create value in deals and disputesfRobert H. Mnookin, Scott R. Peppet, Andrew S. Tulumello  aCambridge (Mas), LondoncBelknap Press, Harvard University Pressd2000  aXIII, 354pd24cm  aIncludes bibliographical references and index. | Fundo documental do GRAL  aIntroduction. Part I - THE DYNAMICS OF NEGOTIATION : 1. The tension between creating and distributing value. 2. The tension between empaty and assertiveness. 3. The tension between principals and agents. Part II - WHY LAWYERS? 4. The challenges of dispute resolution. 5. The challenges of deal-making. 6. Psychological and cultural barriers. Part III - A PROBLEM-SOLVING APPROCH - 7. Behind the table. 8. Across the table. 9. Advice fo resolving disputes. 10. Advice for making deals. PART IV - SPECIAL ISSUES : 11. Professional and ethical dilemmas. 12. Organizations and multiple parties. Conclusion. Notes.  aNEGOCIAÇÃO  aMNOOKINbRobert H.  jNEG_MNO