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VALUE NEGOTIATION - Horacio Falcao

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Présentation Value Negotiation de Horacio Falcao Format Broché
- Livre

Livre - Horacio Falcao - 01/03/2010 - Broché - Langue : Anglais

Auteur(s) : Horacio Falcao

Editeur : Pearson Education Centre

Langue : Anglais

Parution : 01/03/2010

Format : Moyen, de 350g à 1kg

Nombre de pages : 408

Expédition : 732

Dimensions : 25.6 x 20.2 x 1.7

ISBN : 9789810681432

Résumé :
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.

Biographie:

Horacio Falc?o 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).

Sommaire:

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

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