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Getting Ready to Negotiate (Penguin Business) Paperback – August 1, 1995


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Getting Ready to Negotiate (Penguin Business) + Getting to Yes: Negotiating Agreement Without Giving In + Getting Past No
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Product Details

  • Series: Penguin Business
  • Paperback: 224 pages
  • Publisher: Penguin Books; 1 edition (August 1, 1995)
  • Language: English
  • ISBN-10: 0140235310
  • ISBN-13: 978-0140235319
  • Product Dimensions: 9.3 x 7.5 x 0.4 inches
  • Shipping Weight: 7.2 ounces (View shipping rates and policies)
  • Average Customer Review: 3.9 out of 5 stars  See all reviews (9 customer reviews)
  • Amazon Best Sellers Rank: #135,628 in Books (See Top 100 in Books)

Editorial Reviews

About the Author

Roger Fisher is the Samuel Williston Professor of Law Emeritus, Director of the Harvard Negotiation Project, and the founder of two consulting organizations devoted to strategic advice and negotiation training.


More About the Author

Roger Fisher teaches negotiation at Harvard Law School. He frequently appears on television as a negotiations expert and is the director of the Harvard Negotiation Project.

Customer Reviews

3.9 out of 5 stars
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Most Helpful Customer Reviews

9 of 10 people found the following review helpful By A. Dwivedi on March 3, 2006
Format: Paperback
Getting to Yes is an excellent book on negotiating, one that can be applied to almost any situation. For example, I've used the principles from the book in negotiations for:

- purchasing homes

- new jobs/salary/compensation

- purchasing enterprise software & business services

- purchasing media

- team/project situations

- etc.

While the workbook doesn't provide any new material, it does provide a helpful format for negotiation preparation. On any of the negotiations I listed above the book and workbook and have paid for themselves many times over.

Is it fantastic reading? No. Is it worth it's weight in gold/platinum/diamonds? Absolutely.
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3 of 3 people found the following review helpful By Sandy Scott on November 7, 2009
Format: Paperback Verified Purchase
Books like "Getting to Yes", the book on which this workbook is based, are great from a theoretical perspective, but they often leave a little to be desired when it comes to actually executing on the ideas and concepts they recommend. Unfortunately, many of them don't ever create a workbook like this that provides a process, framework, and structure to implement their ideas. "Getting Ready to Negotiate" is a great example of exactly what this kind of book has to do. I purchased the book for a particular negotiation I was preparing for and it was incredibly helpful. This, by the way, after having taken a lengthy negotiation course at business school. The way the book allowed me to structure my thoughts, evaluate the other side's perspectives, and as a result engage with them more effectively, allowed me to execute the negotiation patiently and effectively without offending the other side, nor losing any ground of my own. In the end, my negotiation led not only to better resolution, but helped the other side adjust their own policies which after my negotiation, they realized could be improved. Great book - if you buy it for just one interaction, it will be worthwhile.
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39 of 56 people found the following review helpful By Igor Popovic on June 16, 2001
Format: Paperback
If you like filling lists and pro-forma negotiating "tools" go ahead, plenty of scope for a stiff wrist here, but if you are looking for a book that will really prepare you for a negotiation, forget it.
The problem with books on negotiation is that most are either desriptions of the deals the author(s) clinched (self-aggrandizing), where a common fallacy is made ("It worked for me, therefore it will work for you") or soooo boring and uninspiring, that you would rather read a bus timetable to get some inspiration and motivation (without which you will not be a good negotiator, despite hundreds of check-lists you may make).
This work fits into the second category. I suspect,as with most "workbooks" and sequels to relatively successful first works (such as "Getting to Yes"), that these quick follow-ups are mostly an attempt to capitalize and piggy-back on the previous work and "strike while the iron is hot" by regurgitating the same idea over and over.
Read it (pardon, fill it in) if you have nothing better to do.
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1 of 1 people found the following review helpful By Brian D. Labatte on October 7, 2013
Format: Kindle Edition Verified Purchase
Checklist Manifesto meets Getting to Yes. A great framework to ensure that any negotiator has covered the key points in the Getting to Yes framework.
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1 of 1 people found the following review helpful By V. Lewis on May 1, 2009
Format: Paperback Verified Purchase
Most of the negotiation books out there give theory and a few scenarios to make their points. This book represents the much-needed practical side of really preparing to negotiate. If you have gone through "Getting to Yes", this book is the logical next step. The forms are incredibly detailed and you can use your judgement about how deep you need to go. For a mega-merger, you'll be filling out all of these forms and more. Asking for a raise or more responsibility on your job, you might not go so deep. The point is, though, these worksheets provide the thinking ahead that you need about your views and the potential views/reactions of your negotiating partners. The examples in the book are clear and span a variety of situations. I encourage anyone who wants to move from theory to practice to buy this book and use the forms. You will think more clearly about the variable road ahead in your next negotiation.
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