by Francesc Beltri · Ediciones Paidós · tapa blanda · ISBN 9788449308932
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«Aprender a negociar» is the popular essay on negotiation by Francesc Beltri, published by Ediciones Paidós in paperback (128 pages, in Spanish).
The book presents negotiation as an exchange, not a struggle, and answers questions such as why we negotiate, whether one can win without defeating others, or whether anyone can be a good negotiator. It covers the ten phases of any negotiation, summarises the twenty most used tactics with their counter-tactics, and includes a tool for analysing one's own style, examples of interpersonal, professional and commercial negotiations, fifty frequently asked questions with answers, and a glossary.
The work belongs to the «Aprender» collection from Ediciones Paidós. Francesc Beltri, an organisational consultant, offers a view of conflict as an interpersonal phenomenon from his business and institutional experience.
Aimed at those who want to start out in negotiation or improve their performance in the professional and commercial sphere.
