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 university, recebeu o Prêmio Greenhill por suas contribuições para a missão da escola.
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Nestled among Iraq and Saudi Arabia within the northwest nook of the Gulf, Kuwait has been a pace-setter of Arab democracy and the most liberal international locations in the GCC because the state received independence in 1961.
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Additional resources for A Arte da Negociação
Historical data: Getting Credit in Bahrain Getting Credit data Doing Business 2008 Doing Business 2009 Doing Business 2010 Doing Business 2011 Rank .. 87 89 Strength of legal rights index (0-10) 4 4 4 4 Depth of credit information index (0-6) 4 4 4 4 Private bureau coverage (% of adults) .. 9 Public registry coverage (% of adults) .. 0 3. The following graphs illustrate the Getting Credit sub indicators in Bahrain over the past 4 years: 33 Getting Credit in Bahrain The following table summarize legal rights of borrowers and lenders, and the availability and legal framework of credit registries in Bahrain.
No No 0 Are more than 2 years of historical credit information distributed? Yes No 1 Is data on all loans below 1% of income per capita distributed? Yes No 1 Is it guaranteed by law that borrowers can inspect their data in the largest credit registry? Yes No 1 Are data on both firms and individuals distributed? Are both positive and negative data distributed? 0 208,000 0 0 0 34 Strength of legal rights index (0-10) 4 Can any business use movable assets as collateral while keeping possession of the assets; and any financial institution accept such assets as collateral ?
Yes Is a collateral registry in operation, that is unified geographically and by asset type, as well as indexed by the grantor's name of a security right ? Yes Do secured creditors have absolute priority to their collateral outside bankruptcy procedures? No Do secured creditors have absolute priority to their collateral in bankruptcy procedures? No During reorganization, are secured creditors' claims exempt from an automatic stay on enforcement? No Does the law authorize parties to agree on out of court enforcement?