Logotipo librería Marcial Pons
Beyond reason

Beyond reason
using emotions as you negotiate

  • ISBN: 9780143037781
  • Editorial: Penguin Books
  • Lugar de la edición: New York. Estados Unidos de Norteamérica
  • Encuadernación: Rústica
  • Medidas: 21 cm
  • Nº Pág.: 243
  • Idiomas: Inglés

Papel: Rústica
12,90 €
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Resumen

3Let's say you're trying to convince a new employer to sweeten its job offer to you. Or perhaps you're buying or selling a company. Or maybe you're even solving for peace in the Middle East. If any of these scenarios is yours, Roger Fisher, Daniel Shapiro, and their colleagues at the Harvard Negotiation Project have ideas that they would like to share. Fisher's previous book, Getting to Yes, stands today as a seminal work in negotiations theory. Businesspeople in a wide variety of industries have drawn from the book's tips for deal-making and its larger framework for "interest-based negotiation", which focuses on understanding each side's interests and working together to produce proverbial win-win outcomes. In Beyond Reason, Fisher and Shapiro go one step further. To the authors' credit, they started this new book with a clear understanding of the previous one's chief shortcoming. Though Getting to Yes introduced a powerful paradigm for negotiations, it did not fully address a critic

Resumen

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