01262nam a2200193 4500 31615 0674003357 31615 20120903d2000 y0pory50 ba eng Beyond winning negotiating to create value in deals and disputes Robert H. Mnookin, Scott R. Peppet, Andrew S. Tulumello Cambridge (Mas), London Belknap Press, Harvard University Press 2000 XIII, 354p 24cm Includes bibliographical references and index. | Fundo documental do GRAL Introduction. 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. NEGOCIAÇÃO 15633 MNOOKIN Robert H. 121639 NEG_MNO 0 NEG__MNO 2021-12-17 51GRAL 35569 DGPJ DGPJ DGPJ51GRAL386258 NEG_MNO 2021-12-17 0 MO