We are all influenced by our human nature. Indeed, very often, our natural traits affect the decisions we think we make rationally more than we do. One of these human tendencies is to agree with others and, to some extent, to avoid conflict with individuals we know. In other words, we are inherently inclined to say yes, especially if we praise the relationship. Even if negotiators are fully aware of this weakness, they cannot get rid of it. On the contrary, when they strongly desire a positive outcome to an exciting or difficult negotiation, they may give in to any agreement, simply to close the deal. Sometimes they can do this even if the deal doesn't meet their goals. In order to respond to this human propensity which can prove painful both in negotiation circumstances and in everyone's private life, William Ury wrote the book The Power of a Positive No. Doctor William Ury is a first-rate negotiator and mediator. Co-author of Getting to Yes, he is internationally recognized and praised for his acuity and insight. He participated in negotiations and mediations not only in the United States, but also in many countries such as Venezuela (with President Hugo Chavez), Chechnya, Russia and Indonesia. He is co-founder of the Harvard Negotiation Program and is a distinguished member of the Harvard Negotiation Project, a highly influential player in the field of negotiation. In terms of education, he holds a Bachelor of Arts from Yale and a Doctor of Philosophy from Harvard, both in social anthropology. He has conducted research on negotiation in the United States and abroad. Thus, his background and experience allow him to support his arguments with personal case studies collected during his research and from his own middle of paper ......that a book on the negotiation process , this is not the case. This does not fit into the negotiation course syllabus. Nonetheless, his life skills advice can be helpful in times of personal doubt or times of major personal or professional challenges. It would therefore be advantageous to have it, not on a desk, but available on a shelf. I wouldn't recommend it to all of my peers, but only to some of them who, like me, have always had a hard time saying no. Works Cited Ury, William, The Power of a Positive NO, Bantam Dell, New York, 2007, p. .2.The author explains the tree metaphor on page 18. He then uses it to introduce each paragraph for teaching purposes. Ibid, p18.www.williamury.com/aboutUry, Op cit, p.5.Ibid p.10.Eisen, Stephan, Practical guide to negotiation in the army, http://culture.af.mil/NCE piIbid, p.9.Ibid, p.7.Ury, Op cit, p.30.