Book 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. 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
- Title Page
- Copyright Page
- Dedication
- Contents
- Foreword
- Preface
- Acknowledgments
- 01. Introduction
- Part 1: Become a Negotiator
-
Part 2: Prepare for the Negotiation!
- Value Negotiation: A Map
- 04. Choose our Goal
- 05. Choose our Strategy
-
06. Anticipate the Critical Moments
- Initiating the Interaction (Relationship)
- Defining the Process (Communication)
- Talking about Value (Interests)
- Coming Up with Solutions (Options)
- Making the Opening Offer or Counteroffer (Legitimacy)
- Accepting or Rejecting an Offer (Commitment)
- Deciding to Walk Away (Alternatives)
- Summary
- Questions
- Scenarios
-
Part 3: Negotiate!
- The Value Negotiation Process
- Build the Bridge
- The Value Pursuit
- Make the Best Possible Decision
- Step 1 – Build the Bridge
- 07. Relationship
- 08. Communication
- 09. Powerful Openings: Building a Solid Bridge Quickly
- 10. Value Discovery
- 11. Value Creation
- 12. Value Claiming
- 13. Commitments
- 14. Alternatives
- 15. Conclusion: On Power and Ethics
- Bibliography
- Index
Product information
- Title: Value Negotiation: How to Finally Get the Win-win Right
- Author(s):
- Release date: December 2012
- Publisher(s): Pearson
- ISBN: 9780133410037
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