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10 practices of real negotiations
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Resumo(s)
This project contributes to an area of investigation less explored by negotiation literature, the systematic life experience records. By interviewing ten managers that frequently negotiate during their daily routines, it was possible to resume those six hundred minutes of chat into 10 kinds of practices that people actually use in real life. These practices were then segmented into 3 occasions of use - to prepare a negotiation, during a negotiation and to use when things go wrong. Given the small numbers of interviews it isn't relevant the use of any statistical instrument of analysis so this project does not purport to find new theories about negotiation it may although stimulate other investigators to work in this area of study.
Descrição
A Work Project, presented as part of the requirements for the Award of a Masters Degree in Management from the Nova School of Business and Economics