by William Ury · Gestión 2000 · tapa blanda · ISBN 9788498751925
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In 'Overcome the No', William Ury, a renowned negotiation guru, presents us with an innovative method to address negotiation situations with inflexible people. Instead of resorting to argumentation and force, Ury proposes to win over opponents by inviting them to reflect and approach our approaches. This approach allows reaching beneficial agreements for both parties, minimizing rivalries and promoting creative solutions. Discover proven techniques to make your negotiations successful and get the desired results.
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.
