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Test Bank (Download Only) for The Mind and Heart of the Negotiator 7th Edition Leigh Thompson ISBN-10: 0135197996 ISBN-13: 9780135197998

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Instructor’s Test Bank for The Mind and Heart of the Negotiator 7th Edition Thompson

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Test Bank for The Mind and Heart of the Negotiator 7th Edition Thompson

Test Bank for The Mind and Heart of the Negotiator, 7th Edition, Leigh Thompson, ISBN-10: 0135197996, ISBN-13: 9780135197998

Table of Contents

PART I: 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 II: 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 III: COMPLEX NEGOTIATIONS

10. Multiple Parties, Coalitions, and Teams

11. Cross-Cultural Negotiation

12. Negotiating in a Virtual World

APPENDICES

Appendix 1: Negotiating a Job Offer

Appendix 2: Third-Party Intervention