By applying the principles from "El Poder de un No Positivo," you can become a more effective and confident negotiator, able to achieve better outcomes while building stronger relationships.

Start by affirming your own values and needs. This is a "Yes" to yourself and what matters most, providing the foundation for a firm and meaningful refusal.

Antes de enfrentar una conversación difícil, Ury recomienda hacer una "pausa del cielo" (un momento para respirar y reflexionar). Pregúntate: ¿Cuál es mi interés principal aquí? Si un cliente te pide trabajar gratis, tu "sí" de fondo podría ser: "Valorar mi trabajo y mi tiempo".

Initially, you might feel inclined to say "yes" to get the project, hoping to negotiate a better rate or deadline later on. However, using the principles from "El Poder de un No Positivo," you decide to take a different approach.

"Marcus," she began, "I am deeply committed to the quality of our department's output and ensuring this project succeeds without burning out the talent we’ve worked so hard to hire." Then came the .

Sin embargo, no se trata de cualquier "no". Se trata del , un concepto revolucionario desarrollado por el renombrado negociador de Harvard, William Ury , coautor del clásico mundial "Getting to Yes" (Sí, de acuerdo).

"Marcus," she began, her voice steadier than she felt. "I want you to know how much I value our partnership. I share your vision for revitalizing the city and creating a legacy that lasts generations. I want this project to succeed more than anyone in this room."