Test Bank for The Mind and Heart of the Negotiator 6th Edition by Leigh Thompson

Complete downloadable Test Bank for The Mind and Heart of the Negotiator 6th Edition by Leigh Thompson. INSTRUCTOR RESOURCE INFORMATION
TITLE: The Mind and Heart of the Negotiator
RESOURCE:Test Bank
EDITION: 6th Edition
AUTHOR: Leigh Thompson
PUBLISHER: Pearson

Table of content

Chapter 1 Negotiation: The Mind and The Heart 1
Chapter 2 Preparation: What to Do Before Negotiation 12
Chapter 3 Distributive Negotiation: Slicing the Pie 38
Chapter 4 Win-Win Negotiation: Expanding the Pie 69
Chapter 5 Developing a Negotiating Style 91
Chapter 6 Establishing Trust and Building a Relationship 122
Chapter 7 Power, Gender, and Ethics 149
Chapter 8 Creativity and Problem Solving in Negotiations 173
Chapter 9 Multiple Parties, Coalitions, and Teams 208
Chapter 10 Cross-Cultural Negotiation 245
Chapter 11 Social Dilemmas 278
Chapter 12 Negotiating Via Information Technology 308 Appendix 1 Are You a Rational Person? Check Yourself 328
Appendix 2 Nonverbal Communication and Lie Detection 349
Appendix 3 Third-Party Intervention 360
Appendix 4 Negotiating a Job Offer 369

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