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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.

Books by William Ury

The direct language grasps the interest of our adult side, at the same time attracting our inner child, curious willizm intuitive, that all of us have, to learn negotiation in the win-win model. This book follows and completes Getting to Yes. One of the primary business texts of the modern era, it is based on the work of the Harvard Negotiation Project, a group that deals with all levels of negotiation and conflict resolution.

Thinking that “solving their problem Is their problem” A final obstacle to inventing realistic options lies in each side’s concern with only its own immediate interests. Um livro interessante escrito por um autor altamente competente.

People see their job as narrowing the gap between positions, not broadening the options available. 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.

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William Ury: el camino del “no” al “sí” | TED Talk

Comece a ler Getting to Yes no seu Kindle em menos de um minuto. Simple things that we forget are presented again with a different knowledge, aggregating the author’s experience. Exposes in a clear fashion the basic principles to help people grow and maintain the kind of relationships that they need to get what they want. One lawyer we know attributes his success directly to his ability to invent solutions advantageous to both his client and the other side.

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I asked to one local resident: Compartilhe seus pensamentos com outros clientes. In this book, Dr.

Positivo E Operante Para William Ury

Ve entanto, quando a usamos de forma correcta tem o poder de transformar profundamente a nossa vida. 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.

Premature judgment Inventing options does not come naturally. For a negotiator to reach an agreement that meets his own self-interest he needs to develop a solution which also appeals to the self-interest of the other.

They not only have served and continue to serve in different universities but also teach and speak in conferences all over the world, continuously working ad honorem in the management of conflicts for governments and international organizations. 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.

Whatever the situation, your choices seem limited.

If you wish to get a hard copy of the book, send us an e-mail to nuevoslideres cmiigroup. All available answers appear to lie along a straight line between their position and yours. They tend to think, “We’re having a hard enough time agreeing as it is. Explore the Home Gift Guide.


In a divorce settlement, who gets the house?

Based on the same philosophy, presents case studies, graphics and formats that allow the reader to prepare his or her own strategy in more productive and effective manner. Ury is the co-author wi,liam 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 within negotiation theory.

How to Discuss What Matters Most. Techniques to disarm conflict and produce creative options to will ppositivo to the need of both parties are presented. Rastreie seus pedidos recentes. By looking from the outset for the single best answer, you are likely to short-circuit a wiser decision-making process in which you select from a large number of possible answers. Invent Options for Mutual Gain The case of Israel and Egypt negotiating over who should keep how much of the Sinai Peninsula illustrates both a major problem in negotiation and a key opportunity.

Getting to Yes: Negotiating Agreement Without Giving in – Livros na Amazon Brasil-

To know yourself it is necessary to observeoneself. Ury received his B. Recomendo e voltarei a ler o livro futuramente. William Ury teaches the ways to overcome obstacles in negotiations and be successful. To discover oneself, God has to borrow you his eyes.