The Mind and Heart of the Negotiator, 5th Edition by Leigh Thompson TEST BANK

Test Bank for The Mind and Heart of the Negotiator, 5th Edition by Leigh Thompson
Table of Content
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
Chapter 5: Developing a Negotiating Style
Chapter 6: Establishing Trust and Building a Relationship
Chapter 7: Power, Persuasion, and Ethics
Chapter 8: Creativity and Problem Solving in Negotiations
Chapter 9: Multiple Parties, Coalitions, and Teams
Chapter 10: Cross-Cultural Negotiation
Chapter 11: Tacit Negotiations and Social Dilemmas
Chapter 12: Negotiating Via Information Technology