The road of negotiation

Granica. Barcelona, 2002

Belacqva. Barcelona 2008 (pocket-sized edition)

Recently reedited in Spain and Argentina, “The road of negotiation” is a practical and useful text that presents a method of negotiation based on the axis: strategy, people and techniques. The book gets the most significant ideas from different models of negotiation (Harvard method, Buddhist ideas, emotional intelligence, etc.) as well as the author’s own concepts and ideas.

Over 1500 managers and business directors have learnt to improve their negotiation skills through the ideas suggested in this book, through the seminars and programmes as Franc Ponti provides knowledge in Spain and other counties, and especially at EADA’s (Business School Barcelona) prestigious Negotiation Programme.

One of the book’s distinctive characteristics is that it presents six negotiation cases with pedagogic indications and possible solutions, which allows the reader to practice the different concepts found throughout the reading of the book.


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