| 000 | 01122nam a2200217 4500 | ||
|---|---|---|---|
| 001 | 31603 | ||
| 010 | _a155681500X | ||
| 090 | _a31603 | ||
| 100 | _a20120829d1996 y0pory50 ba | ||
| 101 | _aeng | ||
| 200 |
_aA practical guide to negotiation _fThomas F. Guernsey |
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| 210 |
_aIndiana _cNational Institute for Trial Advocacy (NITA) _d1996 |
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| 215 |
_aXII, 148p. _d25cm |
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| 225 | _aNITA pratical guide series | ||
| 300 | _afundo documental do GRAL | ||
| 330 | _aPreface. Chapter 1. Negotiating strategies and styles. Chapter 2. The ten stage negotiation. Chapter 3. The social psychology of negotiation. Chapter 4. Preparing and planing for the negotiation. Chapter 5. Opening discussions: Ice breaking and setting the agenda. Chapter 6. Information bargaining. Chapter 7. exchange. Chapter 8. crisis and outcome. Chapter 9. Ethical considerations. PREPARATION AND PLANNING WORKSHEET. POST NEGOTIATION WORKSHEET. SELECTED BIBLIOGRAPHY : articles. Selected books. INDEX | ||
| 606 |
_aNEGOCIAÇÃO _915633 |
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| 700 |
_aGUERNSEY _bThomas F. _9121636 |
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| 852 | _jNEG_GUE | ||