| 000 | 01262nam a2200193 4500 | ||
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| 001 | 31615 | ||
| 010 | _a0674003357 | ||
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| 100 | _a20120903d2000 y0pory50 ba | ||
| 101 | _aeng | ||
| 200 |
_aBeyond winning _enegotiating to create value in deals and disputes _fRobert H. Mnookin, Scott R. Peppet, Andrew S. Tulumello |
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_aCambridge (Mas), London _cBelknap Press, Harvard University Press _d2000 |
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_aXIII, 354p _d24cm |
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| 300 | _aIncludes bibliographical references and index. | Fundo documental do GRAL | ||
| 330 | _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. | ||
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_aNEGOCIAÇÃO _915633 |
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_aMNOOKIN _bRobert H. _9121639 |
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| 852 | _jNEG_MNO | ||