by William Ury · tapa blanda · ISBN 9788423421862
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«¡Supere el no!» is William Ury's negotiation essay, published by Deusto in paperback (176 pages, in Spanish).
The book takes a «no» as a starting point, not a definitive answer. Ury proposes turning the adversary into a partner: staying calm under pressure, defusing hostility, uncovering real interests, neutralizing abusive tactics, and using power to steer the conversation toward an agreement that satisfies both parties.
The English original, «Getting Past No», appeared in 1991; this Spanish edition was published in 2003.
For business, management, and professional development readers who want to improve their negotiation and conflict management skills.
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.
