Wissen, was ich will, und erfolgreich verhandeln

The continuation of the negotiation classic. The globally recognized negotiation expert William Ury co-founded the Harvard Negotiation Project and has since taught negotiation to tens of thousands of managers, lawyers, teachers, diplomats, and government officials. Together with Roger Fisher, he is the author of the worldwide bestseller "Getting to Yes." In his new book, Ury demonstrates that the biggest obstacle to a successful negotiation is often not the other party, but rather myself. Very often, I act against my own interests. The author consistently presents a way for me to first clarify what I actually want in a negotiation. It may sound trivial, but it is not, just as the subsequent steps are not: How can I ensure that I do not stand in my own way during a negotiation? Have I considered what the best alternative is?.