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

This book achieves what it says in the title - it shows how get win-win right.

Getting to Yes (GTY) was a seminal work on changing negotiation from the more familiar, confrontational 'positional bargaining.'Getting to Yes: Negotiating Agreement Without Giving In The trouble was, it was too theoretical for most practitioners. Many people who tried to follow Fisher and Ury's methods found themselves drawn back into the old ways. Roughly 25 years later, Horacio Falcao has finally produced a practical guide that builds on the ideas in GTY.

In the author's own words, "you might think of [Value Negotiation] as Principled Negotiation 2.0......It is a new branch of win-win, which is hopefully the best current response to negotiation challenges." As an experienced negotiator, mediator and trainer of other negotiators, I can... Read more

Having had the privilege of taking Professor Falcao's course at INSEAD, I can honestly admit that this is a new level for teaching negotiations. This book is not about giving you 20 predefined scripts of how to deal with salesmen, and brokers, and difficult clients who do not want to buy some crappy stuff from you. This book lays a foundation for your own independent thinking about negotiations as a process, as a science, if you will.

Horacio gives a very structured outline on the current "traditional" methods of negotiations, as well as alternative views. He gives a very practical framework on how to approach absolutely any negotiation with the right mentality. He does not teach you how to beat the other guy. He teaches how to create maximum value for both parties and thus for yourself.

I can go on talking about the book, but it is much more advisable for EVERYONE to just buy it and read it carefully, ideally as a study book - dedicating time on a regular basis... Read more

This is the book with a capacity to convert negotiators from mediocrity to brilliance. The author rightly calls it a workbook rather than a textbook and it doubles as an aid for both students and teachers. Divided into sections from pre-praparation, through preparing to negotiate and then the spectrum of skills and attitudes negotiators need, the emphasis throughout is on practicality and real issues. Each of the 14 segments ends with a summary, the key questions raised, and easy/medium/difficult scenario challenges. An exceptionally readable and important contribution to the art of achieving the best deal in the best way and making it sustainable.