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

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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

  • 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.

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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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