Las 12 Leyes de la Negociaciã3n / The 12 Laws of Negotiation

Name: Las 12 Leyes de la Negociaciã3n / The 12 Laws of Negotiation
Brand: Debolsillo
SKU: 9786073866163
Price: 1042.0 INR
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by Alfred Font Barrot

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ISBN13: 9786073866163
Binding: Paperback
Subject: N/A
Publisher: Debolsillo
Publisher Imprint: Debolsillo
Publication Date: May 19, 2026
Pages: 192
Original Price: USD 14.95
Language: Spanish
Edition: N/A
Item Weight: 137 grams
BISAC Subject(s): Negotiating

About The Book

Ser estratega no es lo opuesto a ser sincero, ni a ser honesto o decente.
Ser estratega es lo opuesto a ser ingenuo.
Las buenas intenciones tambi�n deben ser administradas con inteligencia

La negociaci�n es una herramienta consustancial al ser humano, en la pol�tica, en el trabajo y en las relaciones personales. Y saber negociar no consiste en ser una persona dura o avasalladora, ni en controlar emocionalmente una situaci�n: basta con emplear planteamientos estrat�gicos constructivos.

Negociar con �xito no resulta una tarea dif�cil. Es cuesti�n de practicar aplicando las 12 leyes que invariablemente determinan toda negociaci�n, y que parten del principio de que ser inteligente es mejor que ser agresivo.

Este libro revela la esencia com�n de todo tipo de negociaci�n y establece 12 principios universales y pr�cticos, que se ilustran con sucesos y situaciones reales extra�dos de la historia, de la literatura y del mundo empresarial. Casos con mayor o menor fortuna, seg�n aplicaron estos principios o no.

ENGLISH DESCRIPTION

Being strategic is not the opposite of being sincere, honest, or decent.
Being strategic is the opposite of being naive.
Good intentions must also be managed intelligently.

Negotiation is a tool inherent to human beings, in politics, at work, and in personal relationships. And knowing how to negotiate does not mean being tough or overbearing, nor does it mean emotionally controlling a situation: it is enough to use constructive strategic approaches.

Negotiating successfully is not a difficult task. It is a matter of practicing by applying the 12 laws that invariably determine every negotiation, based on the principle that being smart is better than being aggressive.

This book reveals the common essence of all types of negotiations, and establishes 12 universal and practical principles, which are illustrated with real events and situations taken from history, literature, and the business world. Cases with varying degrees of success, depending on whether or not these principles were applied.

About The Author

Alfred Font Barrot (Barcelona, 1947) es abogado con extensa experiencia en la negociación internacional de derechos de autor (literatura, música, artes plásticas, audiovisual), fue profesor de negociación en el Departamento de Derecho de la Universitat Pompeu Fabra de Barcelona (1990-2012) y consultor de negociación en numerosas empresas e instituciones. Es también autor de los siguientes libros: Negociaciones. Entre la cooperación y el conflicto (1997); Curso de negociación estratégica (2007); Negociar con arte (2008), y El derecho para no juristas (2009), en coautoría con José Luis Pérez Triviño.

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