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Getting Together: Building Relationships As We Negotiate Paperback – September 1, 1989

9 customer reviews

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$11.90 FREE Shipping on orders over $35. Only 9 left in stock (more on the way). Ships from and sold by Amazon.com. Gift-wrap available.

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Getting Together: Building Relationships As We Negotiate + Getting to Yes: Negotiating Agreement Without Giving In + Getting Past No: Negotiating in Difficult Situations
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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.

Scott Brown is a negotiation expert and father of four children. After helping to launch the Harvard Negotiation Project, he spent ten years teaching, writing, and speaking about managing conflict and established the nonprofit Conflict Management Group to advise governments and nongovernment organizations on public conflicts worldwide.

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Product Details

  • Paperback: 216 pages
  • Publisher: Penguin Books; 1 edition (September 1, 1989)
  • Language: English
  • ISBN-10: 0140126384
  • ISBN-13: 978-0140126389
  • Product Dimensions: 5.1 x 0.6 x 7.8 inches
  • Shipping Weight: 6.4 ounces (View shipping rates and policies)
  • Average Customer Review: 4.0 out of 5 stars  See all reviews (9 customer reviews)
  • Amazon Best Sellers Rank: #322,252 in Books (See Top 100 in Books)

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

Most Helpful Customer Reviews

20 of 22 people found the following review helpful By Ruth Edlund on March 6, 2001
Format: Paperback
The folks at the Harvard Negotiation Project have produced a lot of books. I have found this volume the least satisfying of their works.
Perhaps this is because _Getting to Yes_ and _Getting Past No_ are so amazingly good that the level of analysis simply wasn't sustainable for a third book. Or perhaps it's I personally tend to think by analogy and had already started applying the concepts in the first two books to non-business settings. In any event, I found the concepts obvious and the discussions banal.
The quality of the later books seems to return to the same high level as GTY and GPN. For example, _Difficult Conversations_, though not strictly a book "about negotiation," is very fine, although not as easy a read as the other two.
Bottom line? Useful if you haven't figured out on your own how to apply the concepts of principled negotiation to your personal life. Otherwise, skip it.
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7 of 10 people found the following review helpful By Mark D. Hovermann on May 22, 2001
Format: Paperback
Getting Together builds on the foundation of Getting to Yes by outlining a framework to build relationships while negotiating. This is a must read for all business people and a good addition to Getting to Yes. It does not read as smoothly as Getting to Yes, but the information is equally valuable.
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Format: Audio CD
In Getting to Yes, Roger Fisher and his co-authors at the Harvard Negotiation Project advised us to separate the people from the problem, i.e. relationship issues from substantive ones, during a negotiation, then focused largely on dealing with the substantive ones. In this follow up, they tackle the people issues that arise when negotiating. They build on the principled, win-win approach pioneered in their earlier work, this time focusing on using negotiation as a means to fostering stronger relationships instead of harming them with a win-lose mentality that either dominates without regard for the other's interests or gives in for the sake of keeping the peace. The authors argue that even though we can't always change how others respond, we can control our own behavior to be unconditionally constructive by always acting on the principles they advance.

These include: keeping reason rather than emotion firmly in the driver's seat (Rationality); making the effort to learn where someone else is coming from (Understanding); always consulting those who will be significantly affected by a decision before making it, and actually taking their feedback into account (Communication); not being overly trusting, but impeccably trustworthy (Reliability); dealing with others using persuasive rather than coercive tactics (Persuasion); recognizing the other's right to differ without necessarily approving of their position (Acceptance).
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Format: Paperback
Good but not great. Fisher and Brown have many good examples of where being unconditionally constructive works along with the supporting logic. Where they fail in my view is that they seem to unconditionally apply this unconditionally constructive approach to far too many cases. They criticize Reagan for pulling of out arms control commitments after the Soviets breached theirs, claiming that the U.S. would have been more reliable had they maintained those commitments. This is equivalent to allowing someone to repeatedly punch you in the face while you stand there and take it, hoping to learn something about the puncher. Fisher and Brown are correct on many examples, but they get the U.S.-Soviet relationship completely wrong. Much of it was written as if the U.S. and the Soviet Union had many mutual interests, when really the only important common interest was avoiding war. The two countries had fundamentally different core interests and were in direct opposition to each other in many respects, as they should have been. Reagan's posture ultimately led to the collapse of the Soviet Union, possibly to the dismay of Fisher and Brown.

There was also an annoying moral equivalency portrayed throughout the book between the U.S. and the Soviet Union. I understand that part of the book emphasizes the importance of understanding how your negotiating partner perceives you, but the tone of these examples was not simply instructional, but rather seemed to contain a lot of unnecessary contempt for the Reagan administration.
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Format: Audio CD
Roger Fisher and Scott Brown's GETTING TOGETHER: BUILDING RELATIONSHIPS AS WE NEGOTIATE is the sequel to the best-selling GETTING TO YES and pairs Jim Bond's avid and smooth reading style with an approach to creating relationships that can handle problems. From negotiating to sustaining lasting relationships in personal and private life, this offers a series of steps on how to be reliable, communicate well, and deal with those who are different.
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