000			01295nam a2200205 4500
001			31607
010			_a0140235310
090			_a31607
100			_a20120830d1995 y0pory50 ba
101			_aeng
200			_aGetting ready to negotiate _ethe "getting to yes" workbook _fRoger Fisher, Danny Ertel
210			_aNew york _cPenguin Books _d1995
215			_aIX, 174, [18]p. _d24cm
300			_aA step-by-step guide to preparating for any negotiation. | Fundo documental do GRAL
330			_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.
606			_aNEGOCIAÇÃO _915633
700			_aFISHER _bRoger _924246
852			_jNEG_FIS