Mind and Heart of the Negotiator, The, 4th Edition Bank Test Questions

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Table of Contents

PART I:    ESSENTIALS OF NEGOTIATION  
 
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   

PART II:    ADVANCED NEGOTIATION SKILLS
  
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   

PART III:    APPLICATIONS AND SPECIAL SCENARIOS
  
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   

APPENDICES   

Appendix 1  Are You a Rational Person? Check Yourself    
Appendix 2  Nonverbal Communication and Lie Detection    
Appendix 3  Third-Party Intervention    
Appendix 4  Negotiating a Job Offer    

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