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Value Negotiation: How to Finally Get the Win-Win Right

By Horacio Falcao

Published by FT Press

Published Date: Dec 11, 2012


Value Negotiation: How to Finally Get the Win-Win Right examines the complicated world of negotiation and provides a simple and practical approach in helping negotiators learn how to consistently deliver the highest possible value at the lowest possible risk in the widest range of situations.
The textbook consists of three parts: in Become a Negotiator, challenge yourself to rethink your foundations and assumptions about negotiation, in Prepare for Negotiation, find out how to choose a negotiation goal and strategy, and anticipate critical moments during negotiation and in Negotiate!, uncover how you can connect with negotiating parties, work towards gaining mutual value, and finally, make the best possible decision.
In each part, a wide variety of dialogues, scenarios, discussion questions and exercises have been specially designed to prepare you for commonly experienced situations and settings in negotiation.
For university professors, adopting the Value Negotiation book entitles you to request a comprehensive Instructor’s Package that includes an Instructor’s Manual and a set of teaching slides.

Table of Contents


01 Introduction

02 Understanding Negotiation
03 Challenge Your Negotiation Foundations

04 Choose Our Goal
05 Choose Our Strategy
06 Anticipate the Critical Moments

Step 1 – Build the Bridge
07 Relationship
08 Communication
09 Powerful Openings: Building A Solid Bridge Quickly
Step 2 – The Value Pursuit
10 Value Discovery
11 Value Creation
12 Value Claiming
Step 3 – Make the Best Possible Decision
14 Alternatives
15 Conclusion: On Power and Ethics

Purchase Info

ISBN-10: 0-13-341002-1

ISBN-13: 978-0-13-341002-0

Format: eBook (Watermarked)?

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