3-D Negotiation:
por LAX, David A.
[ Livros ] Publicado por : Harvard Business School, (Boston, Estados Unidos:) Detalhes físicos: 286 p. ISBN:1591397995. Ano: 2006 Tipo de Material: LivrosLocalização atual | Classificação | Exemplar | Situação | Previsão de devolução | Código de barras | Reservas do item |
---|---|---|---|---|---|---|
Biblioteca Agamenon Magalhães | 658.4052 L4253 (Percorrer estante) | 1 | Disponível | 2019-0075 |
lntroduction
Part One: Overview
3-D Negotiation in a Nutshell
ONE Negotiate in Three Dimensions
TWO Do a 3-D Audit of Barriers to Agreement
THREE Craft a 3-D Strategy to Overcome the Barriers
Part Two: Set Up the Right Negotiation
“Away from the Table"
FOUR Get All the Parties Right
FIVE Get All the interests Right
SIX Get the No-Deal Options Right
SEVEN Get the Sequence and basic process Choices Right
Part Three: Design Value-Creating Deals
"On the Drawing Board"
EIGHT MOVE “Northeast”
NIN E Dovetail Differences
TEN Make Lasting Deals
ELEVEN Negotiate the Spirit of the Deal
Part Four: Stress Problem-Solving Tactics
“At The Table”
TWELVE Shape Perceptions to Claim Value
THIRTEEN Solve Joint Problems to Create and Claim Value
Part Five: 3-D Strategies in Practice
“Let Them Have You Way”
FOURTEEN Map Backward to Craft a 3-D Strategy
FIFTEEN Think Strategically, Act Opportunistically
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