Title: Negociando con el diablo: Cuándo negociar, cuándo luchar (Spanish translation) Author: Robert H. Mnookin (Chair of the Program on Negotiation at Harvard Law School) Genre: Business, Psychology, Negotiation Strategies, Conflict Resolution.
In this highly acclaimed book, Mnookin tackles one of the most difficult emotional and strategic challenges in life and business: How do you deal with an enemy? negociando con el diablo robert mnookin pdf link
The central premise of the book is that when we perceive someone as "the Devil"—an evil enemy or a malicious opponent—our natural instincts often mislead us. We tend to demonize them, assuming that negotiating is immoral or a sign of weakness. Mnookin argues that this mindset is dangerous. Through a series of compelling case studies, he illustrates that sometimes the "right" decision is to negotiate, and other times it is to fight, but the decision must be made rationally, not emotionally. Title: Negociando con el diablo: Cuándo negociar, cuándo
Mnookin identifies psychological traps that prevent us from negotiating with "devils": The central premise of the book is that
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