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“O covarde nunca tenta, o fracassado termina e o vencedor nunca desiste.”
by Norman Vincent Peale

Integration is not Collaboration: Implication for Win-Win Negotiations

This paper briefly reviews the literature that defines and describes both single- and joint gain negotiation. It then argues that joint-gain negotiations should be divided into two categories: integrative and collaborative. These types of joint-gain negotiation require different conditions, use different processes for generating solutions, and result in different outcomes.
This paper examines the similarities and [...]

Postado em 09.04.09 | Deixe um comentário
 

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