Test Bank for Negotiation Moving from Conflict to Agreement 1st Edition Rockmann
Test Bank for Negotiation Moving from Conflict to Agreement By Kevin W. Rockmann, Claus W. Langfred, Matthew A. Cronin, ISBN: 9781544320441
Table Of Content
Section I: Introduction to Negotiation
Chapter 1: How to Think About Negotiation
Chapter 2: Negotiation Fundamentals
Chapter 3: Planning to Negotiate
Section II: Negotiation Levers
Chapter 4: Reciprocity
Supplement A: The Stages of Negotiation
Chapter 5: Intangible Interests
Supplement B: Negotiation and Technology
Chapter 6: Relationships
Supplement C: Negotiating with More than One Person
Chapter 7: Uncertainty
Supplement D: Using Third Parties in Negotiation
Chapter 8: Formal Power
Supplement E: “Hardball” Tactics of Negotiation
Chapter 9: Alternatives
Supplement F: Resource and Time Constraints
Chapter 10: Persistence
Section III: Managing Your Negotiation
Chapter 11: Individual Differences
Chapter 12: Culture
Appendix 1: Mini Cases
Appendix 2: Comprehensive Case
Appendix 3: Job Negotiations
