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

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

Test Bank for Negotiation Moving From Conflict to Agreement, 1st Edition, Kevin W. Rockmann, Claus W. Langfred, Matthew A. Cronin, ISBN: 9781544397481, ISBN: 9781544320441

Table of Contents

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
CHAPTER 5 Intangible Interests

CHAPTER 6 Relationships
CHAPTER 7 Uncertainty
CHAPTER 8 Formal Power
CHAPTER 9 Alternatives
CHAPTER 10 Persistence and Goals

SECTION III MANAGING YOUR NEGOTIATION
CHAPTER 11 Individual Differences
CHAPTER 12 Culture