Get A Arte da Negociação PDF

By Michael Wheeler

ISBN-10: 854410066X

ISBN-13: 9788544100660

“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 enterprise 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 company university, recebeu o Prêmio Greenhill por suas contribuições para a missão da escola.

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Additional resources for A Arte da Negociação

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Speed networking is often a person’s first introduction to networking, as it’s widely used at trade and business shows, not least because it creates a lot of energy and, undoubtedly, everyone gets to meet a large number of people. Put simply, at speed networking you get a minute to talk to someone, then you move on to the next person; you repeat this process until you’ve run out of people or the event has reached the end of its time. Speed networking is exhausting, frantic and lots of people enjoy it and collect lots of business cards.

One of the reasons that anyone in employment should network is that it puts them alongside other people in the same industry, profession or business in a friendly environment. Learning from people in the same field as you can give you a huge advantage in any environment. Come to that, ­learning from people outside your industry is also vital. Any ­organisation has a tendency to be a bit inward looking or to navel gaze. I try to be mindful of this fact every single day. In the estate agency world, I used to look at what other businesses were doing that was new or could be applied to my own work practice.

The potential for networking as a learning environment is often overlooked. There are people both running businesses and in senior positions within businesses at every networking event I’ve ever been to, and these people have a huge bank of ­experience and knowledge that they often share in the ­ten-minute speaker slot. 26 Part I: Getting Started with Business Networking The list of skills that you can use networking to attain at least a basic knowledge of is huge, but the list at least starts with the following: ✓ Social confidence.

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A Arte da Negociação by Michael Wheeler


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