Value Negotiation · How to Finally Get the Win-Win Right by Falcao, Horacio -- Read -- Imperial Library of Trantor

Index

Title Page Copyright Page Dedication Contents Foreword Preface

Value Negotiation The Book Instructor’s Package

Acknowledgments 01. Introduction

On Choices and Focus Why Value Negotiation? A Book for Negotiators How This Book is Organized Part 1 – Become a Negotiator Part 2 – Prepare for the Negotiation Part 3 – Negotiate

Part 1: Become a Negotiator

Value Negotiation: A Map 02. Understanding Negotiation

Negotiation Defined So How did Negotiation Come to Be? The Future of Negotiation in the Making Summary Questions Scenarios

03. Challenge Your Negotiation Foundations

Value Foundation Relationship Foundation Communication Foundation Summary Questions Scenarios

Part 2: Prepare for the Negotiation!

Value Negotiation: A Map 04. Choose our Goal

When Winning is Losing Avoiding the Relative Goal Trap The Pros and Cons of Complexity The Seven Elements of Negotiation Defining an Absolutely Great Deal Summary Questions Scenarios

05. Choose our Strategy

Win-Lose Strategies Win-Win Strategies Win-Win Processes More Than One? Summary Questions Scenarios

06. Anticipate the Critical Moments

Initiating the Interaction (Relationship) Defining the Process (Communication) Talking about Value (Interests) Coming Up with Solutions (Options) Making the Opening Offer or Counteroffer (Legitimacy) Accepting or Rejecting an Offer (Commitment) Deciding to Walk Away (Alternatives) Summary Questions Scenarios

Part 3: Negotiate!

The Value Negotiation Process Build the Bridge The Value Pursuit Make the Best Possible Decision Step 1 – Build the Bridge 07. Relationship

Relationship Redefined Promote Interdependence Build Trust Summary Questions Scenarios

08. Communication

Information Asymmetry: The Source of (Almost) All Evil The Dialogue Pattern: From Two- to Three-Way Communication Summary Questions Scenarios

09. Powerful Openings: Building a Solid Bridge Quickly

Relationship Communication Summary Questions Scenarios Step 2 – The Value Pursuit

10. Value Discovery

Understanding Value Discovering Value Summary Questions Scenarios

11. Value Creation

Understanding Value Creation Creating Value Overcoming Value-Creation Enemies Summary Questions Scenarios

12. Value Claiming

The Most Dangerous Step? Claim Value, not Numbers! Summary Questions Scenarios Step 3 – Make the Best Possible Decision

13. Commitments

Making a Decision Yes or No? Summary Questions Scenarios

14. Alternatives

The All-Too-Powerful BATNA BATNA as a Win-Win Tool? Summary Questions Scenarios

15. Conclusion: On Power and Ethics

Negotiation and Power Negotiation Ethics Summary Questions Scenarios

Bibliography Index