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Test Bank (Download Only) for The Mind and Heart of the Negotiator 6th Edition Leigh Thompson ISBN-10: 0133571777 ISBN-13: 9780133571776

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Instructor’s Test Bank for The Mind and Heart of the Negotiator 6th Edition Thompson

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

Test Bank for The Mind and Heart of the Negotiator, 6th Edition, Leigh Thompson, ISBN-10: 0133571777, ISBN-13: 9780133571776

Table of Contents

Part I Essentials of Negotiation 1
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
Part II Advanced Negotiation Skills 91
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
Part III Applications and Special Scenarios 208
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
Appendices
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