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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 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).

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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• Sales Rank: #9299739 in Books
• Brand: Brand: Cavendish Square Publishing
• Published on: 2010-07-01
• Original language: English
• Number of items: 1
• Dimensions: 10.00" h x .60" w x 7.80" l, 1.36 pounds
• Binding: Hardcover
• 168 pages

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0 of 0 people found the following review helpful.
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By Midwest Book Review
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• Published on: 1800
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• Sales Rank: #141351 in Books
• Published on: 2011-11-01
• Original language: English
• Number of items: 1
• Dimensions: 8.27" h x .91" w x 11.02" l, .0 pounds
• Binding: Hardcover
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5 of 5 people found the following review helpful.
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By Sussman
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Graph Theory as I Have Known It provides a unique introduction to graph theory by one of the founding fathers, and will appeal to anyone interested in the subject. It is not intended as a comprehensive treatise, but rather as an account of those parts of the theory that have been of special interest to the author. Professor Tutte details his experience in the area, and provides a fascinating insight into how he was led to his theorems and the proofs he used. As well as being of historical interest it provides a useful starting point for research, with references to further suggested books as well as the original papers.

The book starts by detailing the first problems worked on by Professor Tutte and his colleagues during his days as an undergraduate member of the Trinity Mathematical Society in Cambridge. It covers subjects such as combinatorial problems in chess, the algebraicization of graph theory, reconstruction of graphs, and the chromatic eigenvalues. In each case fascinating historical and biographical information about the author's research is provided.

William Tutte (1917-2002) studied at Cambridge where his fascination for mathematical puzzles brought him into contact with like-minded undergraduates, together becoming known as the 'Trinity four', the founders of modern graph theory. His notable problem-solving skills meant he was brought to Bletchley Park during World War Two. Key in the enemy codebreaking efforts, he cracked the Lorenz cipher for which the Colossus machine was built, making his contribution comparable to Alan Turing's codebreaking for Enigma. Following his incredible war effort Tutte returned to academia and became a fellow of the Royal Society in Britain and Canada, finishing his career as Distinguished Professor Emeritus at the University of Waterloo, Ontario.

• Sales Rank: #2765341 in Books
• Published on: 2012-07-01
• Released on: 2012-07-01
• Original language: English
• Number of items: 1
• Dimensions: 6.10" h x .50" w x 9.20" l, .65 pounds
• Binding: Paperback
• 164 pages

Review
Review from previous edition: [T]he present book . . . is not a comprehensive treatise on graph theory but is restricted to those parts of the subject which Tutte himself researched, telling how he was led to his theorems and their proofs. . . For those of us who find much research-level mathematical literature heavy going, it is good to have this readable account of how some of the ideas developed." --Mathematical Reviews

"For over sixty years, Bill Tutte has worked in Graph Theory and he can truly be called the father of the subject...This fascinating book...reveals how he was led to many of the theorems and proofs for which he is famous." --Ralph Stanton, Canadian Mathematical Society book reviews

About the Author

William Tutte (1917-2002) studied at Cambridge where his fascination for mathematical puzzles brought him into contact with like-minded undergraduates, together becoming known as the 'Trinity four', the founders of modern graph theory. His notable problem-solving skills meant he was brought to Bletchley Park during World War Two. Key in the enemy codebreaking efforts, he cracked the Lorenz cipher for which the Colossus machine was built, making his contribution comparable to Alan Turing's codebreaking for Enigma. Following his incredible war effort Tutte returned to academia and became a fellow of the Royal Society in Britain and Canada, finishing his career as Distinguished Professor Emeritus at the University of Waterloo, Ontario.

Most helpful customer reviews

1 of 1 people found the following review helpful.
A very personal and human view of graph theory
By M. Welhan
This is a unique book. Tutte covers a collection of problems that interested him throughout all his years of studying graph theory, and the detective work that went into finding their solutions. Most start with or relate to the Trinity Four, his group of like-minded fellow undergraduates that conjectured about problems, most of which seem to have to boiled down into graph theory. The tales are fascinating in their recollection of how different ideas came together to form solutions. The solutions are all elegant and ingenious and a pleasure to behold in this explanatory light.

Most problems are presented requiring a minimal amount of background knowledge, though a certain degree of mathematical maturity is required (and necessary to fully appreciate things), and having a taken a course on graph theory would ease the digestion of some parts. Owing to the informal discourse, there is no dense theorem-proof-theorem-... division of the material. Rather, it is organized by some sort of problem-(fiddling around)-inspiration-(fiddling around)-eureka! format. But, Tutte keeps everything rigorous and easy to follow. Though, when things would get too tangentially technical, he resorts to illustrative examples. The references are complete, so anyone looking for more detail is taken care of.

I believe most aspiring graph theorists would benefit from and relish this book by a master of the subject (and a grandfather to much of it).

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Memories are the essence of life's experiences, and preserving them is one of the great keys to making life richer and more meaningful. Cherish, the stunning scrapbooking how to volume from industry innovator Jeanette R. Lynton, is dedicated to helping scrapbook enthusiasts preserve their memories in unique and creative ways. Featuring a stunning collection of 50 two-page layout concepts with easy-to-follow step-by-step instructions and cutting diagrams, Cherish offers fresh and flexible designs that allow for a variety of photo sizes and placements, assembly preferences, color combinations, and embellishments. Personalized scrapbook albums are absolutely the best places to preserve the photographs, remembrances, and memorabilia that tells life's story. Novice scrapbookers and seasoned professionals alike will love the inspiration and simple direction of this delightful guide to building beautiful scrapbook pages.

Favorite Features Include:

50 two-page 12 x 12 layout concepts for 3 to 15 photos

Detailed dimensions and cutting diagrams

Step-by-step assembly instructions

Tips for learning unique art techniques

Photos and journaling sizes and instructions

• Sales Rank: #635763 in Books
• Brand: Brand: Gibbs Smith
• Published on: 2008-07-23
• Original language: English
• Number of items: 1
• Dimensions: 9.75" h x .25" w x 9.75" l, 2.15 pounds
• Binding: Hardcover
• 128 pages

Features

• Used Book in Good Condition

From the Back Cover

Introducing Cherish

A Stunning Collection of two-page scrapbook concepts from Jeanette Lynton

Jeanette's creative philosophy and original layout concepts have influenced scrapbooking for decades, and the beautiful designs featured in her newest how-to volume Cherish will be favored for years to come. Featuring 50 brand new designs for two-page scrapbook layouts, this beautiful hardbound collection offers an infinite number of layout combinations-a must-have for every artist's library.

Winning Features

50 two-page layout concepts for three to 15 photos

Detailed dimensions and cutting diagrams

Step-by-step assembly instructions

Tips for learning unique art techniques

Recipes

About the Author
Jeanette R. Lynton, founder and CEO of Close To My Heart, one of the largest direct-selling paper crafting and scrapbooking companies in the industry, has frequently spearheaded trends in the burgeoning paper crafting/scrapbooking arena. Jeanette's many contributions have made paper crafts more fun and accessible than ever before, and her creative influence continues to bring a vibrant breath of beauty to the art of preserving memories and honoring relationships. She lives near Salt Lake City.

Excerpt. © Reprinted by permission. All rights reserved.

The Joys of Scrapbooking

Memories are the essence of our life's experiences, and preserving them is one of the great keys to making life reicher and more meaningful. What do you remember about your last vacation? Your wedding day? The home you grew up in? It's amazing how quickly the small details can be forgotten if they're not recorded. A personalized scrapbook album is absolutely the best place to preserve the photographs, record the details, and save the memorabilia that tell your life's story. Your scrapbook is a legacy that can be shared with family, friends, and generations yet to come.

How to Use this Book

Cherish is dedicated to helping you preserve your memories in unique and creative ways. Using a host of simple design concepts and easy-to-follow instructions, you'll be able to fashion beautiful layouts in record time. Each design is flexible enough to allow for a variety of photo sizes and placements, assembly preferences, color combinations, and embellishments.

Most helpful customer reviews

0 of 0 people found the following review helpful.
Five Stars
By Jill S.
Good time saver for layout ideas

0 of 0 people found the following review helpful.
CTMH book
By K. Kruger
This is my first Close to My Heart book and I just started using it. Once I started I realized how easy it is to follow. The patterns are easy to follow and there are lots of layouts to try. Great book...even for a beginner!!

23 of 25 people found the following review helpful.
Easy to use book for amazing layouts!
By Sharon Ivanauskas
I really love this book & have told friends if they are going to buy one book to help them with scrapbook layouts, this is the one. It has very simple layouts, listing how many pages of cardstock and B&T (background & texture or patterned paper) are needed. Then diagrams for exactly where to cut each piece.

The instructions for putting the pages together are super simple with directions such as, "Place piece A flush with the left side, 2" from the top. Place piece B centered on top of piece A. Place piece D 1" from the right of the page & 2" from the bottom of the page". etc.

You can leave the layouts as they are for simple attractive layouts. Or add some dimension with ribbon, buttons, stamping & other embellishments.

This is great for those starting out in scrapbooking or those who just need some inspiration (like myself) to get the juices flowing!

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• Published on: 1600
• Binding: Paperback

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