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Getting to Yes: How To Negotiate Agreement Without Giving In Unabridged Edition
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Top Customer Reviews
This book was the assigned textbook for a college course I took on negotiation, but it's one of those fairly rare cases where the material that's useful for a college course is also immensely useful for off-the-street people in a variety of situations. This book avoids complicated jargon and long, droning background chapters. Instead, it plunges into helpful information to assist people in negotiating for a new car, negotiating issues with their landlords, and all the many ways we all negotiate for our position throughout life.
Negotiation isn't just for union leaders trying to avert a strike. All of us negotiate each day as we try to juggle our many roles. We negotiate with our co-workers over assignments. We negotiate with our family members over chores. In an ideal world all of those discussions would go quickly, smoothly, and with as little strife as possible.
Getting to Yes provided numerous helpful examples which made their points more easy to understand. It is so true that people tend to remember stories where they might not remember dry text. When I think about this book I do remember several of the stories clearly, and those help to represent the points the authors were making. The stories help remind me to focus on the issues when negotiating and to look for objective standards to work with.
The information presented is wonderful, and immediately useful in life.Read more ›
Number of stories - in Getting to Yes, the authors do not offer enough stories to burn the concepts into the reader's mind. I personally think stories are the best way to communicate something like negotiating.
Actual psychological concepts explained - Getting to Yes is a summary of findings, and it never explains why certain things work. Without a deep understanding, it is not clear when the concepts work and when they don't. Especially in Influence, you really get to understand how to persuade someone by remembering the core psych concepts.
If you are just looking for a quick intro to negotiating, this is a decent book. If you would like to actually understand people and how to influence them, this is too basic.
The book is on principled negotiation, which is essentially negotiation on merits. The aim is to reach a wise agreement, defined as meeting the legitimate interests of all parties to the extent possible, resolving conflicting interests fairly, and ensuring the agreement is durable and takes community interests in account.
The factors of principled negotiation include:
PEOPLE: separting people from the issues/problems.
INTERESTS: focus on them, particularly mutual interests, and not on "positions." E.g., the expression of "you are in no position to negotiation" is absolutely absurd. One, it is an assumption unless the person stating that carefully prepared. Two, it can generally only hurt the person stating that, generating hostility and conflict. A principled negotiator probes interests, raises questions. The question, then, is "what are your interests in this deal?" and "Why do you suppose that is a fair proposal?"
PLANNING: a skilled negotiator will gather, organize, and weigh all information carefully relating to a negotiation. If there is one concept I could share with you, it is "prepare."
CRITERIA: prior to reaching an agreement, the parties should agree to using objective criteria to measure an agreement; these include market value, precedent, and so forth.
OPTIONS: generate a variety of options to reach an agreement.Read more ›
Most Recent Customer Reviews
If I were stranded on a desert isle with a small group of people - think Lost or Lord of the Flies - I'd want matches, food, a knife and a copy of Roger Fisher's groundbreaking... Read morePublished 5 days ago by ReVu This
This book is good.
I mean, when you talk about this sort of books, you get shady almost self-help looking books almost everywhere you go. Read more
gift for a friend
I Did listen to Audio Book, first 2 chapters so far.
general advice, but also generally good advice for negotiating, and even better if they have read... Read more
Smart and insightful. I would get this book and keep it on your shelf for some of the difficult decisions/discussions you will have with other people. Read morePublished 11 days ago by Arthur Copper Quist
Very helpful in learning how to negotiate or work with people in difficult situations. Each skill takes time to develop, and you will benefit from this book.Published 16 days ago by Brett E. Gilleo
Meh... I realize that Getting To Yes is a classic in the field of negotiation, but, jeez, this is one dry book. Read morePublished 17 days ago by Daniel Estes
Thank you for making college textbooks available in digital form. School is expensive.Published 18 days ago by Shopping For My Kids