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