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|a DLC
|c DLC
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|a BF637.N4
|b N44 1993
|
| 082 |
0 |
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|a 302.3
|2 20
|
| 245 |
0 |
0 |
|a Negotiation :
|b strategies for mutual gain : the basic seminar of the Harvard Program on Negotiation /
|c Lavinia Hall, editor.
|
| 260 |
|
|
|a Newbury Park :
|b Sage Publications,
|c c1993.
|
| 300 |
|
|
|a x, 212 p. :
|b il. ;
|c 24 cm.
|
| 504 |
|
|
|a Incluye referencias bibliográficas (p. 186-198) e índice.
|
| 505 |
0 |
|
|a Negotiation power: ingredients in an ability to influence the other side / Roger Fisher, William Ury, and Bruce Patton -- The neutral analyst: helping parties to reach better solutions / Howard Raiffa -- Facilitated collaborative problem solving and process management / David Straus -- The courthouse and alternative dispute resolution / Frank E.A. Sander -- Resolving public disputes / Lawrence Susskind -- Why the labor management scene is contentious / Robert B. McKersie -- Searching for mutual gains in labor relations / Charles C. Heckscher -- Options and choice for conflict resolution in the workplace / Mary P. Rowe -- Conflict from a psychological perspective / Jeffrey Z. Rubin -- Her place at the table: gender and negotiation / Deborah M. Kolb -- Style and effectiveness in negotiation / Gerald R. Williams.
|
| 520 |
|
|
|a With contributions from top scholars in the field of negotiation, this clear and entertaining volume effectively blends technique with theory to present frameworks for effective negotiating, analyses of person-to-person negotiating situations and applications in organizational settings. Building on the concept that conflict, when managed well, can provide the impetus for growth, constructive change and mutual benefit, the book is dedicated to breaking the paradigm of winning and losing and transforming negotiation into a search for improved solutions to problems.
|
| 650 |
|
0 |
|a Negotiation.
|
| 650 |
|
0 |
|a Conflict management.
|
| 650 |
|
0 |
|a Interpersonal conflict.
|
| 650 |
|
7 |
|a Negociación.
|2 UDESA
|
| 650 |
|
7 |
|a Conflictos, Administración y control de.
|2 UDESA
|
| 650 |
|
7 |
|a Conflicto interpersonal.
|2 UDESA
|
| 610 |
2 |
0 |
|a Program on Negotiation at Harvard Law School.
|
| 610 |
2 |
4 |
|a Program on Negotiation at Harvard Law School.
|
| 700 |
1 |
|
|a Hall, Lavinia,
|e ed.
|