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• Strategy map – At the beginning of each part of the book, students will find a strategy map that shows them how the chapters in each part relate to each other as well as to the rest of the book. This facilitates the understanding of the subject as a whole. • Simple and universal examples – The examples in the book make use of common and straightforward situations, such as buying or renting a car, that make it easier for students to relate to the negotiations taking place. • Easy-to-read language – The language used is simple and easy to understand, and will appeal to students who may not be native speakers of English. • Visual representation – The book features diagrams and negotiation dialogues in a visually attractive manner to engage students easily. • End-of-chapter activities – At the end of each chapter, discussion questions and scenarios are provided for lecturers and students to use during lectures and tutorials. • Instructor’s package – The instructor’s package will consist of an instructor’s manual and a set of teaching slides.
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.
Foreword Preface Acknowledgments
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