Value Negotiation
Value Negotiation

Author: Horacio Falcão

Publisher: Financial Times/Prentice Hall

Published: 2010

Total Pages: 0

ISBN-13: 9789810681432

DOWNLOAD EBOOK

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 most 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. Value Negotiation also comes with a comprehensive Instructor's Package that includes an instructor's manual, a set of teaching slides, and 14 short videos that portray common scenarios that negotiators are likely to encounter in real life.

Getting to Yes
Getting to Yes

Author: Roger Fisher

Publisher: Houghton Mifflin Harcourt

Published: 1991

Total Pages: 242

ISBN-13: 9780395631249

DOWNLOAD EBOOK

Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement.

Win-win Negotiating
Win-win Negotiating

Author: O. C. Tirella

Publisher: ASCE Publications

Published: 1993

Total Pages: 112

ISBN-13:

DOWNLOAD EBOOK

Tirella and Bates help professionals conduct effective negotiations by showing how to prepare teams for the game, read and interact with the opposition, and, most importantly, to define winning and losing before, during, and after the negotiation.

Value Negotiation
Value Negotiation

Author: Horacio Falcao

Publisher: FT Press

Published: 2012-12-11

Total Pages: 578

ISBN-13: 0133410013

DOWNLOAD EBOOK

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.

Negotiate to Win!
Negotiate to Win!

Author: Patrick J. Collins

Publisher: Sterling Publishing Company, Inc.

Published: 2009

Total Pages: 184

ISBN-13: 9781402761225

DOWNLOAD EBOOK

'Negotiation is not just a process, itâ€TMs an attitude'--one that we all can learn. Patrick Collins, an internationally recognized expert on the subject, offers an original, comprehensive guide to maximizing negotiation skills, whether in a one-on-one encounter or a larger, more formal negotiating session. What he offers is much more than just a guide to "magic words" or a collection of case studies; Collins provides a hard-working handbook on assessing situations and pinpointing the appropriate techniques for any given circumstance.

Negotiate to Win
Negotiate to Win

Author: Jim Thomas

Publisher: Harper Collins

Published: 2009-10-13

Total Pages: 324

ISBN-13: 0061750182

DOWNLOAD EBOOK

Discover the Power Of Better Negotiating Negotiation is one skill everyone needs in order to get more of what they want -- to sell more, to keep costs down, to manage better, to strengthen relationships -- to win! Thomas shows you exactly how the best negotiators reach long-lasting positive solutions that build profits, performance, and relationships. This indispensable guide covers all you'll ever need to know about negotiating, including: The 21 rules of successful negotiating -- and how to defend against them! "Quickies" -- specific tips on how to successfully negotiate with bosses, children, car dealers, contractors, auto mechanics, and many others Why Americans are among the worst negotiators on Earth How to overcome your natural reluctance to bargain Why win-win negotiating is so vital How to thoroughly prepare for your negotiations How to deal with counterparts who intimidate or harass you How to negotiate ethically -- and deal with those who don't How to negotiate more successfully across cultural lines Thomas's Truisms -- 50 memorable negotiating maxims The psychology of negotiating, historical illustrations, day-to-day applications, and much, much more!

Good for You, Great for Me
Good for You, Great for Me

Author: Lawrence Susskind

Publisher:

Published: 2014

Total Pages:

ISBN-13: 9781427259868

DOWNLOAD EBOOK

The renowned expert Lawrence Susskind provides the missing operational guidelines for winning negotiations in business, family disputes, international relations, or public affairs without undermining trust or ruining relationships. It provides not just new principles but new tools and six operational steps to take.

Win-Win Negotiation Techniques
Win-Win Negotiation Techniques

Author: David Goldwich

Publisher: Cavendish Square Publishing

Published: 2011-02-25

Total Pages: 0

ISBN-13: 9789814276610

DOWNLOAD EBOOK

We all negotiate every day, yet few people ever learn how to negotiate. Those who do usually learn a win-lose approach that is only useful in a one-off negotiation where you will never see the other party again. However, such transactions are becoming increasingly rare because most of us deal with the same people repeatedly. In today's interdependent world of business partnerships and long-term relationships, a win-win outcome is fast becoming the only acceptable result. Win-win negotiators understand that maintaining their winning relationships is just as important as negotiating winning agreements. They consistently achieve win-win results by using a set of win-win negotiating skills and techniques. You too can develop a win-win negotiator's mindset and discover that negotiating can be both fun and rewarding. International trainer and author David Goldwich shows you how to develop the mindset, skills and techniques to negotiate win-win agreements, including: preparing to negotiate using tactics and counter-tactics identifying interests creating value developing your Plan B maintaining your relationships managing emotions deciding what to do when things get ugly Book jacket.

I Win, You Win
I Win, You Win

Author: Carl Lyons

Publisher: Bloomsbury Publishing

Published: 2012-04-30

Total Pages: 179

ISBN-13: 1408181274

DOWNLOAD EBOOK

Negotiation is an essential skill in all areas of life. It is a series of manoeuvres that we move through in order to get the best possible deal for ourselves, our company or organisation. How far we will go to achieve our goals is where the rub lies. Ideally, negotiations should be a 'win-win' experience. Full of useful exercises, case studies and accessible advice, this book will help readers achieve their goals by showing them how to: prepare effectively build rapport communicate openly enhance trust in their business I Win, You Win is a thought-provoking, inspirational and eminently practical aid to getting what you want without compromising your professional integrity.

The Negotiation Challenge
The Negotiation Challenge

Author: Remigiusz Smolinski

Publisher:

Published: 2018-06-08

Total Pages: 334

ISBN-13: 9788395002922

DOWNLOAD EBOOK

Inspired by The Negotiation Challenge, a leading annual student negotiation competition, this book includes 16 ready-to-use, competition-tested negotiation roleplay simulations with thorough instructional debriefs that suggest both optimal strategies and discuss potential results. The main objective of this book is to help potential participants, their negotiation professors and coaches prepare for and prevail in negotiation competitions. It is also well suited for negotiation instructors looking for new and proven teaching material or for anyone interested in practicing and improving their negotiation skills. Following a brief introduction, chapter 2 describes The Negotiation Challenge as a competition. It explains how and why it started. It also describes its structure and discusses the evaluation criteria we use in an attempt to capture and measure what we term, negotiation intelligence. In this part of the book, we also give details on the competition's admissions criteria that applicants need to fulfill to compete in The Negotiation Challenge. We conclude with facts and figures from past competitions including the list of hosting institutions and the winning teams. Chapter 3 is divided into four sections, each of which addresses a different type of negotiation. These include, distributive negotiation with value claiming strategies and tactics, integrative negotiation with value creation strategies and tactics, complex multi-issue negotiations, and multi-party negotiations. Importantly, each of these sections includes four supporting roleplay simulations, which negotiators can use to develop and reinforce their skills in preparation for The Negotiation Challenge or other negotiation competitions. Each of these 16 roleplays are carefully selected role simulations that were written for and used during a previous Negotiation Challenge championship.