by William Ury, Roger Fisher, Bruce Patton · Gestión 2000 · tapa blanda · ISBN 9788498751079
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In 'Getting to Yes: Negotiating Agreement Without Giving In', authors Roger Fisher, William Ury, and Bruce Patton from the Harvard Negotiation Project offer an essential guide to improve your negotiation skills. Translated into over thirty languages and with millions of copies sold, this book teaches you to separate problems from personal matters, focus on mutual interests, generate consensus opinions, and overcome differing viewpoints. Learn to face negotiations in any field, from personal to professional, and discover how to respond to difficult situations, such as a more powerful counterpart or the use of unfair tactics.
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.
