January 2023
Intermediate to advanced
250 pages
5h 23m
English
Content preview from The Financial Times Guide to High Impact Negotiation
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CHAPTER 9
CREATING VALUE IN NEGOTIATIONS
‘Compound interest is the eighth wonder of the world. He who understands it, earns it . . . he who doesn't . . . pays it.’
Unattributed
What you will discover in this chapter:
- ●How to add value to high-stakes negotiations
- ●Common challenges related to creating value and how to overcome them
- ●What are the three pillars of value-focused negotiation?
- ●The conditions for creating value
Why is it important to create value in negotiations?
In today’s business environment, value adding has become the standard. Value creating is the premium. The condition for value-oriented negotiations is a switch from the I-focus. The selfie culture, characterised by an obsession with oneself, has spread from social media ...
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.