Práticas Negociais

Teorias da Negociação

Negotiation Theory: Foundations and Approaches

3.1. Basic concepts of negotiation

3.2. Negotiation approaches: An overview.

3.2.1. Structural approach

3.2.2. Strategic approach

3.2.3. Behavioral approach

3.2.4. Processual approach

3.2.5. Integrative approach

3.3. Summary of approaches

7. Communication ..

https://www.fao.org/3/bq863e/bq863e.pdf

Negociação Integrativa

Practical Steps to Integrative Bargaining: The Seven Elements of Principled
Negotiation.:

1. Identifying interests.

2. People

.3. Alternative

4. Identifying options.

.5. Criteria/Legitimacy

.6. Commitments

https://www.fao.org/3/bq863e/bq863e.pdf