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

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9789810681432: Value Negotiation: How to Finally Get the Win-win Right

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.

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About the Author:

Horacio Falcão 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).

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Falcao, Horacio
ISBN 10: 9810681437 ISBN 13: 9789810681432
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Descripción 2012. PAP. Estado de conservación: New. New Book.Shipped from US within 10 to 14 business days. Established seller since 2000. Nº de ref. de la librería IB-9789810681432

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Horacio Falcao
Editorial: Pearson Education Centre, Singapore (2012)
ISBN 10: 9810681437 ISBN 13: 9789810681432
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Descripción Pearson Education Centre, Singapore, 2012. Paperback. Estado de conservación: New. Language: English . Brand New Book. 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. Nº de ref. de la librería AAB9789810681432

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Horacio Falcao
Editorial: Pearson Education Centre, Singapore (2012)
ISBN 10: 9810681437 ISBN 13: 9789810681432
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Descripción Pearson Education Centre, Singapore, 2012. Paperback. Estado de conservación: New. Language: English . Brand New Book. 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. Nº de ref. de la librería AAB9789810681432

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Horacio Falcao
Editorial: FT Press (2012)
ISBN 10: 9810681437 ISBN 13: 9789810681432
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Descripción FT Press, 2012. Paperback. Estado de conservación: New. Never used!. Nº de ref. de la librería 9810681437

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Horacio Falcao
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Descripción Pearson Education, 2010. PAP. Estado de conservación: New. New Book. Shipped from US within 10 to 14 business days. Established seller since 2000. Nº de ref. de la librería IB-9789810681432

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ISBN 10: 9810681437 ISBN 13: 9789810681432
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Descripción Pearson Education 2010-03-01, Singapore |London, 2010. paperback. Estado de conservación: New. Nº de ref. de la librería 9789810681432

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Descripción Paperback. Estado de conservación: New. Bundle. Paperback. ÂValue 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 h.Shipping may be from multiple locations in the US or from the UK, depending on stock availability. 408 pages. 0.740. Nº de ref. de la librería 9789810681432

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Descripción Pearson Education Centre. Paperback. Estado de conservación: new. BRAND NEW, Value Negotiation: How to Finally Get the Win-Win Right, Horacio Falcao,  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. Nº de ref. de la librería B9789810681432

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Horacio Falcao
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Descripción FT Press, 2012. Paperback. Estado de conservación: New. book. Nº de ref. de la librería M9810681437

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