by William Ury · Gestión 2000 · tapa blanda · ISBN 9788480881562
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«Supere el no» is William Ury's negotiation essay, published by Gestión 2000 in paperback (176 pages, in Spanish).
Practical negotiation manual that explains how to achieve a yes when the other party says no and takes inflexible positions. It presents a five-step strategy to overcome obstacles, disarm stubborn negotiators, neutralize attacks and evasions, and create options that satisfy both sides without damaging the relationship.
The book is subtitled «Cómo negociar con personas que adoptan posiciones inflexibles». Ury co-authored the bestseller «Sí, de acuerdo», translated into more than twenty languages.
For executives, negotiation professionals, and people who need to reach agreements with reluctant or intransigent counterparts.
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.
