Business Management > TEST BANKS > The Mind and Heart of the Negotiator, 7th edition By Leigh L. Thompson (Test Bank ) (All)

Also available in bundle ( Click Here )

The Mind and Heart of the Negotiator, 7th edition By Leigh L. Thompson (Test Bank )

Document Content and Description Below

PART 1: NEGOTIATION ESSENTIALS 1. Negotiation: The Mind and the Heart 2. Preparation: What to Do Before Negotiation 3. Distributive Negotiation: Claiming Value 4. Integrative Negotiation: Expand... ing the Pie PART 2: NEGOTIATION SKILLS 5. Understanding Personality and Motivation 6. Managing Emotions and Contentious Negotiations 7. Establishing Trust and Building Relationships 8. Power, Ethics, & Reputation 9. Creativity, Problem-Solving, and Learning in Negotiation PART 3: COMPLEX NEGOTIATIONS 10. Multiple Parties, Coalitions, and Teams 11. Cross-Cultural Negotiation 12. Negotiating in a Virtual World APPENDICES 1. Negotiating a Job Offer 2. Third-Party InterventionPART 1: NEGOTIATION ESSENTIALS 1. Negotiation: The Mind and the Heart 2. Preparation: What to Do Before Negotiation 3. Distributive Negotiation: Claiming Value 4. Integrative Negotiation: Expanding the Pie PART 2: NEGOTIATION SKILLS 5. Understanding Personality and Motivation 6. Managing Emotions and Contentious Negotiations 7. Establishing Trust and Building Relationships 8. Power, Ethics, & Reputation 9. Creativity, Problem-Solving, and Learning in Negotiation PART 3: COMPLEX NEGOTIATIONS 10. Multiple Parties, Coalitions, and Teams 11. Cross-Cultural Negotiation 12. Negotiating in a Virtual World APPENDICES 1. Negotiating a Job Offer 2. Third-Party Intervention [Show More]

Last updated: 2 years ago

Preview 1 out of 324 pages

Buy Now

Instant download

We Accept: