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 the instructor - 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.