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Bibliografická citace

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2nd ed.
Middlesex : Penguin, 1991
xix,200 s.

ISBN 0-14-015735-2 (brož.)
Obsahuje předmluvu, úvod
Schopnosti komunikační - příručky
Vyjednávání - příručky
I THE PROBLEM -- 1 Don’t Bargain Over Positions -- II THE METHOD -- 2 Separate the People from the Problem -- 3 Focus on Interests, Not Positions -- 4 Invent Options for Mutual Gain -- 5 Insist on Using Objective Criteria -- III YES, BUT -- 6 What If They Are More Powerful? -- (Develop Your BATNA—Best Alternative To a Negotiated Agreement) -- 7 What If They Won’t Play? -- (Use Negotiation Jujitsu) -- 8 What If They Use Dirty Tricks? -- (Taming the Hard Bargainer) -- IV IN CONCLUSION -- V TEN QUESTIONS PEOPLE ASK ABOUT GETTING TO YES -- Analytical table of Contents -- A Note on the Harvard Negotiation Project -- TEN QUESTIONS PEOPLE ASK ABOUT GETTING TO YES -- Questions About Fairness and "Principled" Negotiation -- Question 1: "Does positional bargaining ever make sense?" Question 2: "What if the other side believes in a different -- standard of fairness?" Question 3: "Should I be fair if 1 don’t have to be?" -- Questions About Dealing with People -- Question 4: "What do I do if the people are the problem?" Question 5: "Should I negotiate even with terrorists or someone like Hitler? When does it make sense not -- to negotiate?" -- Question 6: "How should I adjust my negotiating approach to account for differences of personality, gender, culture, and so on?" -- Questions about Tactics -- Question 7: "How do I decide things like ’Where should we meet?’ ’Who should make the first offer?’ and ’How high should I start?’ " -- Question 8: "Concretely, how do 1 move from inventing options to making commitments?" -- Question 9: "How do I try out these ideas without taking too much risk?" -- Questions About Power -- Question 10: "Can the way I negotiate really make a difference if the other side is more powerful?" And -- "How do I enhance my negotiating power?"

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