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.