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ISBN: 9788423421862
En esta obra fundamental sobre la negociación, William Ury, experto del Programa de Negociación de la Facultad de Derecho de Harvard, presenta una estrategia probada para transformar a los adversarios en socios. El libro ofrece herramientas prácticas para mantener el control bajo presión, desactivar la hostilidad y alcanzar acuerdos satisfactorios incluso ante personas inflexibles. Ideal para quienes buscan mejorar sus habilidades comunicativas en entornos profesionales y personales, este manual enseña a identificar las verdaderas necesidades de la otra parte y a neutralizar tácticas de negociación desleales. Es una guía esencial para gestionar conflictos difíciles y lograr resultados positivos sin necesidad de recurrir a la confrontación.
William Ury is an American author, academic, anthropologist, and negotiation expert. He co-founded the Harvard Program on Negotiation. Additionally, he helped found the International Negotiation Network with former President Jimmy Carter. Ury is the co-author of Getting to Yes with Roger Fisher, which set out the method of principled negotiation and established the idea of the best alternative to a negotiated agreement (BATNA) within negotiation theory.
