01359nam a2200193   450000100060000001000150000609000100002110000410003110100080007220001270008021000750020721500210028230000780030333006140038160600260099570000310102185200120105299501010106431615  a0674003357  a31615  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.  aNEGOCIAÇÃO915633  aMNOOKINbRobert H.9121639  jNEG_MNO  104NEG__MNO52021-12-17651GRAL935569aDGPJcDGPJfDGPJ51GRAL386258kNEG_MNOn2021-12-17o0rMO