Cantitate/Preț
Produs
Total produse
Vezi coșul
Value Negotiation: How to Finally Get the Win-Win Right de Horacio Falcao

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

Autor Horacio Falcao
en Limba Engleză Paperback – 20 dec 2012
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. "
Citește tot Restrânge

Preț: 30424 lei

Nou

Puncte Express: 456
Preț estimativ în valută:
5822€ • 6125$ • 4833£

Cartea nu se mai tipărește


Wish list
Gift list
Am citit!
Adaugă în listă
Doresc să fiu notificat când acest titlu va fi disponibil:
Trimite
Preluare comenzi: 021 569.72.76

Specificații

ISBN-13: 9789810681432
ISBN-10: 9810681437
Pagini: 408
Dimensiuni: 198 x 257 x 15 mm
Greutate: 0.73 kg
Ediția:1
Editura: FT Press
Locul publicării:Jurong, Singapore

Descriere

 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.

Caracteristici

  • 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, a set of teaching slides, as well as 14 videos that portray common scenarios that negotiators are likely to encounter in real life.

Notă biografică

Horacio Falcao is an Affiliate Professor of Decision Sciences at INSEAD, where he teaches mainly on the topic of Negotiation. He is also a founding partner at Pluris, where he conducts negotiation and mediation training, coaching, facilitation and consulting to the private and public sectors. Previously, Horacio worked at Cambridge Negotiation Strategies and CMI International Group (a spin-off from the Harvard Negotiation Project) and at two prestigious law firms in Brazil. He founded and was the first Vice President of the Harvard Latin America Law Society. He has worked for the International Court of Arbitration in Paris and as a Harvard-trained mediator he has mediated cases at the courts of Massachusetts. A lawyer trained in both civil and common law systems, Horacio graduated as an LL.M. from Harvard Law School with a concentration on alternative dispute resolution in 1997. Since then, Horacio has been traveling all over the world mediating complex disputes, facilitating dialog, developing negotiation and consensus building strategies. He has lived in Brazil, US, France and Singapore. Before INSEAD, Horacio taught negotiation at the Program of Instruction for Lawyers (PIL) at Harvard Law School and mediation at the Fletcher School of Law and Diplomacy, Tufts University and at the Harvard Mediation Program. Besides, Horacio has founded three companies and negotiated extensively on their behalf. He is also an active angel investor in a variety of start-ups around the world. He received his MBA in 2002 from INSEAD. Since then, he received the following awards: - Best MBA Elective Professor in 2004, '05, '06, 08 & '09 (INSEAD) - Best EMBA Elective Professor in 2005 (INSEAD) - Best TIEMBA Elective Professor in 2008 (Tsinghua University, Beijing, China).

Cuprins

  • 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