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by William Ury · Gestión 2000 · tapa blanda · 176 pages
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Este libro, escrito por William Ury, ofrece una estrategia innovadora para convertir a los adversarios en socios de negociación. Aprenderás a mantener el control bajo presión, desactivar la ira y la hostilidad, descubrir lo que la otra parte realmente quiere, contrarrestar los trucos sucios, usar el poder para traer a la otra parte de vuelta a la mesa y alcanzar acuerdos que satisfagan las necesidades de ambas partes. Una guía esencial para negociaciones exitosas en el siglo XXI.
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.
