Полное руководство по переговорам. Пять шагов для создания долгосрочного партнерства. Мелисса Дэвис

Полное руководство по переговорам. Пять шагов для создания долгосрочного партнерства - Мелисса Дэвис


Скачать книгу
собственных интересов; и, напротив, в ответ на враждебность чаще высказывается неприятие и даже жестокость». E. Fehr and S. Gächter. Fairness and retaliation: The economics of reciprocity // Journal of Economic Perspectives. 2000. 14 (3). Р. 159–182.

      6

      Мандела Н. (2010). Разговор с самим собой. Macmillan, New York.

      7

      Bazerman M., Malhotra D. It’s not intuitive: Strategies for negotiating more rationally. Negotiation, May 2006.

      8

      RTS news. www.rts.ch/info.Reuters. www.reuters.com/article/us-usatrade-china-talk-explainer/u-s-china-trade-talks-where-they-are-andwhats-at-stake-idUSKCN1TT2JF (архив находится на https://perma.cc/Q6NX-9V74).

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
Скачать книгу