Test Bank for Mind and Heart of the Negotiator 6th Edition Thompson 0133571777 9780133571776

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For undergraduate and graduate-level business courses that cover the skills of negotiation. Delve into the mind and heart of the negotiator in order to enhance negotiation skills. The Mind and Heart of the Negotiator is dedicated to negotiators who want to improve their ability to negotiate—whether in multimillion-dollar business deals or personal interactions. This text provides an integrated view of what to do and what to avoid at the bargaining table, facilitated by an integration of theory, scientific research, and practical examples. This program will provide a better teaching and learning experience–for you and your students.

Language: English
ISBN-10: 0133571777
ISBN-13: 978-0133571776
ISBN-13: 9780133571776

Author: Leigh Thompson

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Solution Manual for Mind and Heart of the Negotiator 6th Edition Thompson 0133571777 9780133571776

Table of Content:

Part I Essentials of Negotiation
Chapter 1 Negotiation: The Mind and The Heart
Chapter 2 Preparation: What to Do Before Negotiation
Chapter 3 Distributive Negotiation: Slicing the Pie
Chapter 4 Win-Win Negotiation: Expanding the Pie

Part II Advanced Negotiation Skills
Chapter 5 Developing a Negotiating Style
Chapter 6 Establishing Trust and Building a Relationship
Chapter 7 Power, Gender, and Ethics
Chapter 8 Creativity and Problem Solving in Negotiations

Part III Applications and Special Scenarios
Chapter 9 Multiple Parties, Coalitions, and Teams
Chapter 10 Cross-Cultural Negotiation
Chapter 11 Social Dilemmas
Chapter 12 Negotiating Via Information Technology

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