Value Negotiation: How to Finally Get the Win-win Right : 9789810681432

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

Falcao Horacio
 
Edition
 
1
ISBN
 
9789810681432
ISBN 10
 
9810681437
Published
 
05/11/2010
Published by
 
Pearson Singapore
Pages
 
408
Format
 
Available on demand
 
Title type
Book
$63.99
 
 
 
Description

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.

Table of contents
  • Foreword
  • Preface
  • Acknowledgments
  • 01 Introduction
  • PART 1: BECOME A NEGOTIATOR
  • 02 Understanding Negotiation
  • 03 Challenge Your Negotiation Foundations
  • PART 2: PREPARE FOR THE NEGOTIATION!
  • 04 Choose Our Goal
  • 05 Choose Our Strategy
  • 06 Anticipate the Critical Moments
  • PART 3: NEGOTIATE! 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
Sample Pages