The Mind and Heart of the Negotiator 7th Edition b

TEST BANK for The Mind and Heart of the Negotiator 7th Edition by Thompson Leigh. ISBN 9780135198667, ISBN-13: 9780135641262. (All 12 Chapters). Laatste update van het document:   geleden

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: COMPLE...