TY  - BOOK
AU  - Thompson,Leigh L.
TI  - The mind and heart of the negotiator
SN  - 0131742272
U1  - 658.4052 
PY  - 2009///
CY  - Upper Saddle River, New Jersey
PB  - Prentice Hall
KW  - Negociación en los negocios
KW  - Negociación en negocios
KW  - Negociación
KW  - Cambio organizacional
KW  - MBA_Ciclo IV
KW  - MBA_Ciclo IV_Negociación gerencial
N1  - Disponible en digital edición 6 / 2015; Incluye referencias bibliográficas e índice; Negotiation : the mind and the heart \\ Preparation : what to do before negotiation \\ Distributive negotiation : slicing the pie \\ Win\win negotiation : expanding the pie \\ Developing a negotiating style \\ Establishing trust and building a relationship \\ Power, persuasion, and ethics \\ Creativity and problem solving in negotiations \\ Multiple parties, coalitions, and teams \\ Cross\cultural negotiation \\ Tacit negotiations and social dilemmas \\ Negotiating via information technology
UR  - http://www.ebooks7-24.com.cvirtual.cesa.edu.co/?il=5908&pg=1
ER  -