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Value Negotiation: How to Finally Get the Win-win Right, by Horacio Falcao
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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.
- Sales Rank: #1514785 in Books
- Published on: 2012-12-21
- Original language: English
- Number of items: 1
- Dimensions: 10.00" h x .60" w x 7.90" l, 1.60 pounds
- Binding: Paperback
- 408 pages
About the Author
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).
Most helpful customer reviews
8 of 8 people found the following review helpful.
A Practical Guide to an Intellectual Challenge
By Patrick
This book achieves what it says in the title - it shows how get win-win right.
Getting to Yes (GTY) was a seminal work on changing negotiation from the more familiar, confrontational 'positional bargaining.'Getting to Yes: Negotiating Agreement Without Giving In The trouble was, it was too theoretical for most practitioners. Many people who tried to follow Fisher and Ury's methods found themselves drawn back into the old ways. Roughly 25 years later, Horacio Falcao has finally produced a practical guide that builds on the ideas in GTY.
In the author's own words, "you might think of [Value Negotiation] as Principled Negotiation 2.0......It is a new branch of win-win, which is hopefully the best current response to negotiation challenges." As an experienced negotiator, mediator and trainer of other negotiators, I can honestly say, I think he's right.
Value Negotiation holds enormous promise for those committed to finding a better way to interact and negotiate profitable agreements. Whilst some people may still find it a little bit academic in a few places, overall it shows what people need to do and how to overcome the obstacles one finds along the way. For those who are prepared to persevere, stumble occasionally and continue learning it is the way forward.
3 of 3 people found the following review helpful.
Two heads above anything else on the subject of negotiations and decision-making
By Arkadiy
Having had the privilege of taking Professor Falcao's course at INSEAD, I can honestly admit that this is a new level for teaching negotiations. This book is not about giving you 20 predefined scripts of how to deal with salesmen, and brokers, and difficult clients who do not want to buy some crappy stuff from you. This book lays a foundation for your own independent thinking about negotiations as a process, as a science, if you will.
Horacio gives a very structured outline on the current "traditional" methods of negotiations, as well as alternative views. He gives a very practical framework on how to approach absolutely any negotiation with the right mentality. He does not teach you how to beat the other guy. He teaches how to create maximum value for both parties and thus for yourself.
I can go on talking about the book, but it is much more advisable for EVERYONE to just buy it and read it carefully, ideally as a study book - dedicating time on a regular basis to read it and think through. I can assure you, it is one of the most rewarding non-fiction books you will ever read.
1 of 1 people found the following review helpful.
A fresh look at win-win negotiations
By J. Tracy
There are many books on win-win that have been written by individuals that were part of the Harvard Program on Negotiation (PON). What sets this book apart from those other books is he takes the basic concept of win-win and he adds a number of fairly common concepts about negotiating that he applies to the win-win approach. Including them within the book gives readers who may not be familiar with negotiation a road map on how to do win-win negotiation right. That is exactly what he promises in the title, I think its great book for its primary intended audience which is college students wanting to learn about win-win negotiations. I gave it 4 stars looking at it from the view of a professional negotiator. Its a good book for professional negotiators to read. Many of the concepts will be a repeat of things they probably learned from other books, It was good to see those concepts being used in providing a roadmap for the win-win approach.
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