by William Ury · Gestión 2000 · tapa blanda · ISBN 9788480887687
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In this book, William Ury teaches you how to overcome obstacles in negotiation to achieve success. You will learn to defuse confrontation and create creative options that satisfy the needs of both parties. You will discover how to recognize your adversary's point of view without giving in, and how to express your own points of view without causing irritation. Ury's 'penetration negotiation' method is not based on defeating your opponents, but on winning them over, making them come to reason instead of subduing them.
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.
