Written by students who passed Immediately available after payment Read online or as PDF Wrong document? Swap it for free 4.6 TrustPilot
logo-home
logo
To add items to your wishlist, you must be logged in
Document preview thumbnail
Preview 4 out of 432 pages
Other

BMGT 362 The mind and heart of the negotiator Applications and Special Scenarios

0.0
(0 reviews)
- sold
432 pages
2020/2021 Written for academic year
Institution University Of Maryland University College Fort Sam Houston
Course BMGT 362
Document preview thumbnail
Preview 4 out of 432 pages

BMGT 362 The mind and heart of the negotiator PART I Essentials of Negotiation 23 Chapter 1 Negotiation: The Mind and The Heart 23 Chapter 2 Preparation: What to Do Before Negotiation 34 Chapter 3 Distributive Negotiation: Slicing the Pie 60 Chapter 4 Win-Win Negotiation: Expanding the Pie 91 PART II Advanced Negotiation Skills 113 Chapter 5 Developing a Negotiating Style 113 Chapter 6 Establishing Trust and Building a Relationship 144 Chapter 7 Power, Gender, and Ethics 171 Chapter 8 Creativity and Problem Solving in Negotiations 195 PART III Applications and Special Scenarios 230 Chapter 9 Multiple Parties, Coalitions, and Teams 230 Chapter 10 Cross-Cultural Negotiation 267 Chapter 11 Social Dilemmas 300 Chapter 12 Negotiating Via Information Technology 330 APPENDICES Appendix 1 Are You a Rational Person? Check Yourself 350 Appendix 2 Nonverbal Communication and Lie Detection 371 Appendix 3 Third-Party Intervention 382 Appendix 4 Negotiating a Job Offer 391

Document information

Uploaded on
May 5, 2021
Number of pages
432
Written in
2020/2021
Type
Other
Person
Unknown
Report Copyright Violation
$14.49
Wrong document? Swap it for free Within 14 days of purchase and before downloading, you can choose a different document. You can simply spend the amount again.
Written by students who passed
Immediately available after payment
Read online or as PDF
Seller avatar
Reputation scores are based on the amount of documents a seller has sold for a fee and the reviews they have received for those documents. There are three levels: Bronze, Silver and Gold. The better the reputation, the more your can rely on the quality of the sellers work.
TestStar1️⃣
4.4
(118)
Sold
1140
Followers
170
Items
822
Last sold
1 month ago

Browse related subjects

Subjects

  • negotiator
  • essentials of negotiation
  • bmgt 362 the mind and heart of the negotiator
  • win win negotiation expanding the pie
  • creativity and problem solving in negotiations
  • applications and special scenar

Why students choose Stuvia

Created by fellow students, verified by reviews

Quality you can trust: written by students who passed their tests and reviewed by others who've used these notes.

Didn't get what you expected? Choose another document

No worries! You can instantly pick a different document that better fits what you're looking for.

Pay as you like, start learning right away

No subscription, no commitments. Pay the way you're used to via credit card and download your PDF document instantly.

Student with book image

“Bought, downloaded, and aced it. It really can be that simple.”

Alisha Student

Working on your references?

Create accurate citations in APA, MLA and Harvard with our free citation generator.

Learn more Create citation
Working on your references?

Frequently asked questions

Whoops! We can’t load your doc right now. Try again or contact support.