Las 12 Leyes de la Negociaciã3n / The 12 Laws of Negotiation - Paperback
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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.
Las 12 Leyes de la Negociaciã3n / The 12 Laws of Negotiation - Paperback
$16.15
Sale price
$16.15
Regular price
by Alfred Font Barrot (Author)
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 también deben ser administradas con inteligencia
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.
Author Biography
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.
Number of Pages: 192
Dimensions: 0.51 x 7.41 x 4.91 IN
Publication Date: May 19, 2026