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Value negotiation: how to finally get the win-win right

Author: Falcão, Horacio INSEAD Area: Organisational BehaviourPublisher: Pearson , 2010.Language: EnglishDescription: 388 p. ; 26 cm.ISBN: 9789810681432Type of document: INSEAD BookNote: Doriot: for 2019-2020 courses Bibliography/Index: Includes bibliographical references and indexAbstract: This book examines the complicated world of negotiation and provides a simple and practical approach to helping negotiators learn how to consistently deliver the most possible value at the lowest possible risk in the widest range of situations. Part 1, Become a Negotiator, challenges readers to rethink assumptions about negotiation. In Prepare for Negotiation shows how to choose a negotiation goal and strategy, and anticipate critical moments during negotiation. The final part, Negotiate!, shows how to connect with negotiating parties, work towards gaining mutual value, and make the best possible decision. Each part includes a wide variety of dialogues, scenarios, discussion questions and exercises representing 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.
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Doriot: for 2019-2020 courses


Includes bibliographical references and index

This book examines the complicated world of negotiation and provides a simple and practical approach to helping negotiators learn how to consistently deliver the most possible value at the lowest possible risk in the widest range of situations. Part 1, Become a Negotiator, challenges readers to rethink assumptions about negotiation. In Prepare for Negotiation shows how to choose a negotiation goal and strategy, and anticipate critical moments during negotiation. The final part, Negotiate!, shows how to connect with negotiating parties, work towards gaining mutual value, and make the best possible decision. Each part includes a wide variety of dialogues, scenarios, discussion questions and exercises representing 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.

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Value Negotiation How to Finally Get the Win-Win Right Contents Foreword Preface Acknowledgments 01 Introduction On Choices and Focus Why Value Negotiation A Book for Negotiators A Textbook, but Different Value Negotiation's Basic Assumptions 'Never Accept Their First Offer' Reading is Readying A Few Words on Practicing Skills How This Book is Organized Part 1 - Become a Negotiator Part 2 - Prepare for the Negotiation Part 3 - Negotiate xv 1 1 2 3 4 6 6 7 8 8 9 9 9 viii PART 1: BECOME A NEGOTIATOR 02 Understanding Negotiation Negotiation Defined What is Negotiation Why Negotiations? So How did Negotiation Come to Be? It All Began with Darwin Win-Lose Then Became the Default Approach The Future of Negotiation in the Making Tit-for-Tat Opened the Way Win-Win - What Does the Future Look Like? The Ultimate Test: Win-Lose vs. Win-Win Summary Questions Scenarios 03 Challenge Your Negotiation Foundations Value Foundation Zero-Sum Negotiations and Monsters A Brief Negotiation Introduction to the Pareto Frontier Relationship Foundation The Trust, Chicken and Egg Problem Short-term or Long-term Relationships Communication Foundation But I Never Said That. Did I? First Impressions Matter. A Lot. Summary Questions Scenarios 11 13 13 13 15 15 15 16 18 18 23 24 26 27 28 29 30 30 31 33 33 35 37 38 39 42 42 43 PART 2: PREPARE FOR THE NEGOTIATION! 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 Improve the Working Relationship Between the Parties Result from an Effective Two-Way Communication Satisfy Interests, not Positions Choose the Best of Many Possible Options Be Based on Legitimacy so that All Parties Believe it to be Fair Be a Well-Planned Commitment Be Better than Our BATNA Summary Questions Scenarios 05 Choose Our Strategy Win-Lose Strategies The Bargaining Process The Bargaining Styles: Hard or Soft The Bargaining Tension Win-Win Strategies Win-Win Processes More Than One? The Three Negotiations The Three Win-Lose Negotiations The Three Win-Win Negotiations 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 45 49 50 53 54 55 56 58 59 59 60 60 61 61 62 62 63 65 65 66 67 67 69 69 70 71 72 74 83 84 85 87 88 91 92 94 96 98 100 103 103 104 PART 3: NEGOTIATE! Step 1 ­ Build the Bridge 07 Relationship Relationship Redefined Promote Interdependence Interdependence: From Enemies to Partners Build Trust Understanding Trust Be Unconditionally Constructive Summary Questions Scenarios 08 Communication Information Asymmetry:The Source of (Almost) All Evil) Perceptions: Capturing and Storing Data Attributions: Sharing Data The Dialogue Pattern: From Two- to Three-Way Communication Ask to Lead and Learn Listen: Proactive Learning Talk: Transparent Advocacy Summary Questions Scenarios 09 Powerful Openings: Building A Solid Bridge Quickly Relationship Prepare a Conducive Environment Small Talk The Opening Statement Share What is at Stake Communication Negotiating the Four Ps On Body Language Summary Questions Scenarios Step 2 ­The Value Pursuit 10 Value Discovery Understanding Value On Value and its Discovery Value Discovery vs. Value Tension Discovering Value Issues Interests Summary Questions Scenarios 11 Value Creation Understanding Value Creation What is Value Creation? Does Value Creation Create Real Value? 107 112 115 115 117 118 127 128 135 142 143 144 147 150 151 152 154 159 168 180 181 182 185 187 187 189 190 191 192 192 195 199 200 201 203 205 205 205 207 211 214 231 232 233 235 235 235 236 Creating Value Be the Tailor! Make Options Suit Interests Value Comes in Packages Overcoming Value-Creation Enemies Internal Enemies External Enemies Summary Questions Scenarios 12 Value Claiming The Most Dangerous Step? Is It All About Numbers? Value-Claiming Risks Claim Value, not Numbers! A Journey for Meaning Claiming Value Through Reason, Not Numbers It is About Value, Not Power Summary Questions Scenarios 237 237 246 252 252 255 261 262 262 265 265 267 272 276 276 287 292 294 295 296 Step 3 - Make the Best Possible Decision 13 Commitments Making a Decision The Rational Side The Emotional Side Yes or No? Saying Yes! Saying No! Getting Them to Yes Overcoming an Impasse Summary Questions Scenarios 14 Alternatives The All-Too-Powerful BATNA Handling Their BATNA Using Our BATNA BATNA as a Win-Win Tool? Summary Questions Scenarios 15 Conclusion: On Power and Ethics Negotiation and Power Power in Negotiation vs. Negotiation Power Power in Negotiation Negotiation Power Negotiation Ethics From Value to Skills Summary Questions Scenarios Bibliography Index 299 301 301 302 306 308 308 309 311 315 321 322 323 325 325 327 332 340 342 343 344 347 348 351 351 352 364 365 371 372 373 375 386

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