Download or read book Added Value Negotiating written by Karl Albrecht and published by Irwin Professional Publishing. This book was released on 1993 with total page 200 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book employs a noncombative, five-step negotiating style that focuses on interests, develops options, and creates deals that beneift everyone involved. By completely avoiding the traditional offer/counter-offer pscyhology, Added Value Negotiating takes an innovative approach to balancing the value in a deal. This new format for negotiating works by giving the other party choices among carefully designed packages rather than forcing them to counterattack against a single proposal.