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

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eBook (Watermarked)

  • Your Price: $31.99
  • List Price: $39.99
  • Includes EPUB, MOBI, and PDF
  • About eBook Formats
  • This eBook includes the following formats, accessible from your Account page after purchase:

    ePub EPUB The open industry format known for its reflowable content and usability on supported mobile devices.

    MOBI MOBI The eBook format compatible with the Amazon Kindle and Amazon Kindle applications.

    Adobe Reader PDF The popular standard, used most often with the free Adobe® Reader® software.

    This eBook requires no passwords or activation to read. We customize your eBook by discretely watermarking it with your name, making it uniquely yours.

  • Description
  • Sample Content
  • Updates
  • Copyright 2011
  • Dimensions: 259X203
  • Pages: 408
  • Edition: 1st
  • Book
  • ISBN-10: 981-06-8143-7
  • ISBN-13: 978-981-06-8143-2

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.

Sample Pages

Download the sample pages (includes Chapter 1 and Index)

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

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