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by William Ury · Gestión 2000 · tapa blanda · 184 pages
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En 'Supere el no', William Ury, reconocido gurú de la negociación, nos presenta un método innovador para abordar situaciones de negociación con personas inflexibles. En lugar de recurrir a la argumentación y la fuerza, Ury propone ganarse a los oponentes invitándolos a reflexionar y a acercarse a nuestros planteamientos. Este enfoque permite alcanzar acuerdos beneficiosos para ambas partes, minimizando rivalidades y fomentando soluciones creativas. Descubre técnicas probadas para que tus negociaciones sean exitosas y obtengas los resultados deseados.
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.
