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Test Bank for Negotiation Moving from Conflict to Agreement 1st Edition Rockmann

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Download: Test Bank for Negotiation Moving from Conflict to Agreement By Kevin W. Rockmann, Claus W. Langfred, Matthew A. Cronin, ISBN: 9781544320441

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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