The practical negotiator
| Autor principal: | |
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| Otros Autores: | |
| Formato: | Libro |
| Idioma: | Inglés |
| Publicado: |
New Haven ; London :
Yale University Press
1982
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| Materias: | |
| Ver en Universidad de Navarra: | https://unika.unav.edu/discovery/fulldisplay?docid=alma991000903819708016&context=L&vid=34UNAV_INST:VU1&search_scope=34UNAV_TODO&tab=34UNAV_TODO&lang=es |
Tabla de Contenidos:
- Foreword / by Alvin C. Eurich
- Theoretical and practical negotiations
- The practical negotiator
- Bringing about negotiations: the diagnostic phase
- Defining solutions: the formula phase ways of reaching agreement
- Working out agreements: the detail phase
- Structuring negotiations.
