Value Negotiation PDF ePub eBook

Books Info:

Value Negotiation free pdf 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.< /P>

Value Negotiation also comes with a comprehensive Instructor

About Horacio Falcao

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

Details Book

Author : Horacio Falcao
Publisher : Pearson Education Centre
Data Published : 01 March 2010
ISBN : 9810681437
EAN : 9789810681432
Format Book : PDF, Epub, DOCx, TXT
Number of Pages : 408 pages
Age + : 15 years
Language : English
Rating :

Reviews Value Negotiation



17 Comments Add a comment




Related eBooks Download


  • Negotiation free pdfNegotiation

    Negotiation is a critical skill needed for effective management. "Negotiation 6/e" explores the major concepts and theories of the psychology of bargaining and negotiation..


  • Handbook of Research on Negotiation free pdfHandbook of Research on Negotiation

    This Handbook combines a review of negotiation research with state-of-the-art commentary on the future of negotiation theory and research. Leading international scholars give insight into both the factors known to shape negotiation and the questions that we need to answer as we strive to deepen our understanding of the negotiation process..


  • The Art of Negotiation  free pdfThe Art of Negotiation

    Michael Wheeler has written a new business classic. He presents powerful negotiation strategies and techniques for managers in any industry. Henry McGee. former president. HBO Home Entertainment A member of the world-renowned Program on Negotiation at Harvard Law School introduces the powerful next-generation approach to negotiation..


  • Practical Business Negotiation free pdfPractical Business Negotiation

    Practical Business Negotiation introduces university students to business negotiation as practiced in the globalized business world. There are no other textbooks that take on this topic in depth with non-native English speakers in mind..


  • Practical Business Negotiation free pdfPractical Business Negotiation

    Practical Business Negotiation introduces university students to business negotiation as practiced in the globalized business world. There are no other textbooks that take on this topic in depth with non-native English speakers in mind..


  • Value Negotiation free pdfValue Negotiation

    Downloaded Books. 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 le