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William Ury

The book Getting to Yes presents the structure of negotiation from the Harvard University Negotiation Team in a simple and practical fashion, with widely proven result, as those who have set in a negotiation table may confirm. Visualizar ou modificar seus pedidos em sua conta. William Ury is an American author, academic, anthropologist, and negotiation expert.

The leaders that lead a new world shall conjugate the ancestral knowledge with concrete practical experience. In he co-founded the Harvard Negotiation Project of which he is currently a Distinguished Fellow.

CMI INTERSER – The Human Face of Negotiation

Thoroughly updated and revised, it offers readers a straight-forward, universally applicable method for negotiating personal and professional disputes without getting angry-or getting taken. Rastreie seus pedidos recentes. positlvo

How to Discuss What Matters Most. You may see the choice as one between winning and losing- and neither side will agree to lose.

Premature judgment Inventing options does not come positifo. The last thing we need is a bunch of different ideas. A third edition was published in If you wish to get a hard copy of the book, send us an e-mail to nuevoslideres cmiigroup. Negotiating to Create Value in Deals and Disputes.

He looked at me from head to toe and said: Ury co-authored Getting to Yes with Roger Fisher as a guide for international mediators. Practical negotiation appears to call for practical thinking, not wild ideas.


The Power of a Positive No: This book has an interesting approach and objective thought. La clave no es entender As the authors say, what is written in the book is not new and, certainly, many people already knew, however, it is presented in a systematic form and gathers knowledge from theory, research and experience of silliam studies in the subject.

Often you are negotiating along a single dimension, such as the amount of territory, the price of a car, the length of a lease on an apartment, or the size of a commission on a sale.

English Choose a language for shopping. The same way we react to others, they react to us; so, if wjlliam change our behavior we may change the way they react. Cialdini Available at Amazon. If you are a seller for this product, would you like to suggest updates through seller support? If you were asked to name the one person in the world most deserving of the Nobel Peace Prize, any answer you might start to propose would immediately encounter your reservations and doubts.

Using Emotions as You Negotiate. To oneself observe it is necessary to discover oneself.

I asked to one local resident: Your mind might well go blank, or you might throw out a few answers that would reflect conventional thinking: To discover oneself, God has to borrow you his eyes. How can we reach an agreement when the other party does not yield a single inch? Practice, practice, practice a lot!

I’d like to read this book on Kindle Don’t have a Kindle? Negotiation Strategies for Reasonable People. To have a relationship is necessary two people, but to change the quality of this relationship only one person is needed.

Ury was educated at Le Rosey and at Andover Academy where he graduated in He co-founded the Harvard Program on Negotiation. With this proven five step strategy you will find a way to disarm difficult negotiators, will learn to put an end to evasive language, to dodge attacks and to avoid dirty tricks. William Ury cofounded the Harvard Negotiation Project and is the award-winning author of several books on negotiation.


Moreover, they have published a number of popular books like Getting to Yes: Delving into his innermost being — the only possible place to find oneself — Julio Decaro invites us, once again, to walk in his steps; he brings us closer to his intimate reflections and regales us with his stories. Como Chegar ao sim: Very nice and practical approach to one simple and frequent situation that happens in life everytime.

He expands the pie before dividing it. Techniques to disarm conflict and produce creative options to will attend to the need of both parties are presented.

From there, each one is on his own. Getting to Yes offers a proven, step-by-step strategy for coming to mutually acceptable agreements in every sort of conflict. In a tense situation like this you are not likely to start inventing imaginative solutions.

All available answers appear to lie along a straight line between their position and yours.

In a contract negotiation they are equally likely to believe that their offer is reasonable and should be adopted, perhaps with some adjustment in the price. Yet all too often negotiators end up like the proverbial loder who quarreled over an orange. Strategies in negotiation to satisfy all sides.