Description
The Mind and Heart of the Negotiator 7th Edition Thompson (Test Bank)
Test Bank for The Mind and Heart of the Negotiator, 7th Edition, Leigh L. Thompson, ISBN: 9780135198575, ISBN-13: 9780135641262, ISBN-13: 9780135641262, ISBN-13: 9780135197998
Table of Contents
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: 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
