By Michael Wheeler
“A Arte da Negociação” revela como os grandes negociadores prosperaram diante do caos e da incerteza. Eles não caem na armadilha de planos rígidos. Em vez disso, entendem a negociação como um processo de exploração que exige aprendizado contínuo, adaptação e influência. Sua agilidade lhes permite chegar a um acordo quando outros estariam em um deadlock. Michael Wheeler traz clareza à natureza imprevisível da negociação, com base em sua própria pesquisa e em seu trabalho com seus colegas do Programa de Negociação. Ele explica como as melhores práticas de diplomatas como George J. Mitchell, o negociador Bruce Wasserstein e o produtor de Hollywood Jerry Weintraub se aplicam a operações cotidianas, como vender uma casa, comprar um carro ou conseguir um novo contrato. Wheeler também apresenta uma série de lições sobre agilidade e criatividade a partir de áreas como a música, os esportes, o teatro e até mesmo a ciência militar.
Michael Wheeler é professor de Prática de Gestão na Harvard company college, onde leciona negociação em uma variedade de cursos executivos. Em anos anteriores, ele serviu como presidente do corpo docente do programa de MBA do primeiro ano e dirigiu o curso de negociação. Na Harvard enterprise college, recebeu o Prêmio Greenhill por suas contribuições para a missão da escola.
Read Online or Download A Arte da Negociação PDF
Best business books
Dossier observe: epub created through changing retail mobi
Sales legend invoice Cates makes use of his event and professional wisdom to teach revenues pros the right way to paintings smarter (not tougher) by means of using "The 4 Cornerstones of Referrals" --relationship development and customer support, growing referral alliances and networks, prospecting, and concentrating on area of interest markets.
Using Cates's easy-to-master referral-based promoting ideas, readers:
• paintings much less and earn extra via getting latest shoppers to paintings for them producing fine quality referrals
• flip each enterprise touch right into a dating and each courting right into a revenues luck tale
A brand new, up to date direction the place scholars examine what they should comprehend for a profession in trade, tourism, nursing, drugs, or expertise.
Fascinating, transparent, and utilized, company legislations at the present time: THE necessities is your concise advisor to the legislations and what it skill within the company world--from contracts and secured transactions to warranties and executive laws. effortless to appreciate with an attractive writing type that's matched via brilliant visuals, enterprise legislation this present day contains insurance of latest subject matters that effect not just the company global, yet your lifestyles reminiscent of id robbery.
This ebook examines the perception of the individual at paintings in John Rawls’s writings from thought of Justice to Justice as equity: A Restatement. The booklet goals to teach that objections to Rawls’s political notion of the individual fail and Rawlsian notion of political identification is defensible. The e-book indicates that the talk among liberals and communitarians is proper to the present debate concerning perfectionism and neutrality in politics, and clarifies the talk among Rawls and communitarians in a manner that may advertise fruitful dialogue at the factor of political id.
- The Everything Guide to Selling Arts & Crafts Online: How to sell on Etsy, eBay, your storefront, and everywhere else online (Everything Series)
- Developing B2B Social Communities: Keys to Growth, Innovation, and Customer Loyalty
- Secrets and Laws (UCL)
- Goodwillbilanzierung und Informationsvermittlung nach internationalen Rechnungslegungsstandards: Business Combinations (IFRS, US-GAAP), Kaufpreiskallokation, Impairment Test, Konvergenzbestrebungen
- Humanitarian Logistics (INSEAD Business Press) by Tomasini, Rolando, Van Wassenhove, Luk (2009) Hardcover
Extra info for A Arte da Negociação
THE PLAN PREPARATION FLOW Mission P a rt 1. Key Result A reas ■ Derived from the Business Plan ✔ Completed FOR EXAMPLE P a rt 2. Objectives ■ Maintenance ■ Improvement ■ Other P a rt 3. Organization and Human Resource Plans ■ Link to Annual Budgets P a rt 4. Performance Standards and Measurements Established P a rt 5. H ow Tracked A completed sample plan is available on pages 49–50. Measuring Performance 43 Organization and Human Resource Planning On completion of the mission, key results areas, and functional objectives, the next phase is to complete the organization and human resource plans that will provide the final input for the budget.
The missing piece, or the sweet spot, is the linchpin to couple the plan and the actions required to achieve it. In order to make E xecution The completion of the steps required to reach a specific objective. Remember, an A+ plan that is poorly executed will be outperformed by a well-executed B+ strategy every time. Execution:The Discipline of Getting Things Done by KEY TERM Lawrence Bossidy and Ram Charan provides an excellent perspective on a Fortune 500 approach to execution. One of my favorite quotes from the book illustrates this point, “I saw leadership place too much emphasis on what some called high level strategy, on intellectualizing and philosophizing and not enough on implementation.
Look for opportunities to build long-term relationships with suppliers. Production: Identify production cycle times and production rates per product line. In service situations, map processes and identify opportunities to streamline. Consider the measurements of cost, quality, and speed of delivery. Quality: Provide specificaOperational planning tions and standards that The day-to-day implementaare expected to be attained tion of policies, practices, in the production and use KEY TERM and systems that are conof products and services.