LIST OF FIGURES AND TABLES
Figure 1.1 The stakeholder wheel
Figure 1.2 Three categories of skill requirements
Figure 2.1 Rapport common ground
Figure 2.2 Mehrabian’s elements in communication
Figure 2.3 Mirror-match-pace thought process
Figure 3.1 Example social network analysis
Figure 3.2 Margerison–McCann team management wheel
Figure 3.3 Tuckman’s stages of group development
Figure 3.4 Aspects of team leadership (based on Adair’s three circles model)
Figure 3.5 Tannenbaum and Schmidt continuum
Figure 4.1 The negotiation frame
Figure 4.2 Four stages of principled negotiation
Figure 4.3 Negotiation process
Figure 4.5 Using chunking to identify another option
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