Centro de Estudios y Formación en Negociación Empresarial

Documentación

Obras de referencia

  • Sun Tzu El Arte De La Guerra , S Iv Ac
  • Aristote Retorica, S Iv Ac
  • Maquiavel, Nicolas Le Prince, 1513
  • Descartes, Rene Discours De La Methode, 1637
  • Richelieu, Armand Jean Du Plessis Testament Politique (chapitre 6), 1688
  • Von Clausewitz, Carl Vom Kriege (on War), 1832

Obras fundamentales

  • Hotman De Villiers, Jean De La Charge Et Dignité De L’ambassadeur, 1603
  • Wicquefort, Abraham De L’ambassadeur Et Ses Fonctions, La Hague1681
  • Pecquet, Antoine Discours Sur L’art De Negocier (ou De L’art De Negocier Avec Les Souverains), 1737
  • Cailleres, François De De La Maniere De Negotier Avec Les Souverains (Ou L’art De Negocier Sous Louis Xiv), Ed Brunet Paris, 1716
  • Rousseau De Chamoy, Louis L’idee Du Parfait Ambassadeur, 1692

Libros contemporaneos

  • Bazerman, Max, And Margaret Neale Negotiating Rationally, New York Free Press 1992
  • Camp, Jim Start With No New York: Crown 2002
  • Lax, David And James K Sebenius The Manager As Negotiator, New York Free Pres 1986
  • Alain Lempereur The First Move. A Negotiator’s Companion, 2010
  • Mnookin, Robert, Peppet, Scott, Tulumello, Andrew Beyond Winning: Negotiating To Create Value In Deals And Disputes,
    Harvard University Press 2000
  • Mnookin, Robert, Susskind Lawrence Negotiating On Behalf Of Others, Sage Publications 1999
  • Mnookin Bargaining With The Devil; When To Negotiate When To Fight, 2010
  • Howard Raiffa Art And Science Of Negotiation, 1982
  • Leonhard L. Riskin Dispute Resolution And Lawyers (4d Ed. 2009)
  • Jeswald Salacuse Leading Leaders, 2005
  • Richard Shell Bargaining For Advantage, (Penguin Books, 1999)
  • Douglas Stone, Bruce Patton Et Sheila Heen Difficult Conversations, 1999
  • Lawrence Susskind Breaking Roberts’ Rules, 2006
  • Michael Watkins Negotiation, (Harvard Business School Press, 2003)
  • Fischer, Roger, Ury Getting To Yes, (2d Penguin Books, 1991)
  • Lempereur, Colson Methode De Negociaton

Articulos contemporaneos

  • Conger, Jay The Necessary Art Of Persuasion, Harvard Business Review 2000
  • Ertel Danny Turning Negotiation Into A Corporate Capability, Harvard Business Review 2000
  • Harvard Business School Publishing How To Get What You Want”, Harvard Management Communication Letter, March 2000
  • Kolb, Deborah, Williams, Judith Breakthrough Bargaining, Harvard Business Review 2001
  • Sebenius James “Six Habits Of Merely Effective Negotiators” Harvard Business Review 2002
  • Shell, Richard “When Is It Legal To Lie In Negotiations”, Sloan Management Review 32, N°3, 1991
  • Williams, Moncy J. Don’t Avoid Conflicts, Manage Them”, Harvard Management July 1997

Revistas

  • Harvard Business School Publishing Harvard Business Review On Negotiation And Conflict Resolution, Boston: Harvard Business School Publishing, 1999