Start reading Getting to Yes: Negotiating Agreement Without Giving In on the free Kindle Reading App or on your Kindle in under a minute. Don't have a Kindle? Get your Kindle here.

Deliver to your Kindle or other device

Enter a promotion code
or gift card
 
 
 

Try it free

Sample the beginning of this book for free

Deliver to your Kindle or other device

Sorry, this item is not available in
Image not available for
Color:
Image not available
 

Getting to Yes: Negotiating Agreement Without Giving In [Kindle Edition]

Roger Fisher , William L. Ury , Bruce Patton
4.5 out of 5 stars  See all reviews (338 customer reviews)

Print List Price: $16.00
Kindle Price: $7.47
You Save: $8.53 (53%)
Sold by: Penguin Group (USA) LLC

Free Kindle Reading App Anybody can read Kindle books—even without a Kindle device—with the FREE Kindle app for smartphones, tablets and computers.

To get the free app, enter your email address or mobile phone number.

Formats

Amazon Price New from Used from
Kindle Edition $7.47  
Paperback $7.86  
Audible Audio Edition, Unabridged $0.00 Free with Audible trial
Audio, CD, Audiobook, Unabridged $18.60  
Kindle Daily Deals
Kindle Delivers: Daily Deals
Subscribe to find out about each day's Kindle Daily Deals for adults and young readers. Learn more (U.S. customers only)

Book Description

The key text on problem-solving negotiation-updated and revised

Since its original publication nearly thirty years ago, Getting to Yes has helped millions of people learn a better way to negotiate. One of the primary business texts of the modern era, it is based on the work of the Harvard Negotiation Project, a group that deals with all levels of negotiation and conflict resolution. Getting to Yes offers a proven, step-by-step strategy for coming to mutually acceptable agreements in every sort of conflict. Thoroughly updated and revised, it offers readers a straight- forward, universally applicable method for negotiating personal and professional disputes without getting angry-or getting taken.


Editorial Reviews

About the Author

Roger Fisher is the Samuel Williston Professor of Law Emeritus and director emeritus of the Harvard Negotiation Project.

William Ury cofounded the Harvard Negotiation Project and is the award-winning author of several books on negotiation.

Bruce Patton is cofounder and Distinguished Fellow of the Harvard Negotiation Project and the author of Difficult Conversations, a New York Times bestseller.

Excerpt. © Reprinted by permission. All rights reserved.

 Chapter 4: Invent Options for Mutual Gain

The case of Israel and Egypt negotiating over who should keep how much of the Sinai Peninsula illustrates both a major problem in negotiation and a key opportunity.

the pie that leaves both parties satisfied. Often you are negotiating along a single dimension, such as the amount of territory, the price of a car, the length of a lease on an apartment, or the size of a commission on a sale. At other times you face what appears to be an either/or choice that is either markedly favorable to you or to the other side. In a divorce settlement, who gets the house? Who gets custody of the children? You may see the choice as one between winning and losing- and neither side will agree to lose. Even if you do win and get the car for $12,000, the lease for five years, or the house and kids, you have a sinking feeling that they will not let you forget it. Whatever the situation, your choices seem limited.

option like a demilitarized Sinai can often make the difference between deadlock and agreement. One lawyer we know attributes his success directly to his ability to invent solutions advantageous to both his client and the other side. He expands the pie before dividing it. Skill at inventing options is one of the most useful assets a negotiator can have.

Yet all too often negotiators end up like the proverbial children who quarreled over an orange. After they finally agreed to divide the orange in half, the first child took one half, ate the fruit, and threw away the peel, while the other threw away. the fruit and used the peel from the second half in baking a cake. All too often negotiators "leave money on the table" - they fail to reach agreement when they might have, or the agreement they do reach could have been better for each side. Too many negotiations end up with half an orange for each side instead of the whole fruit for one and the whole peel for the other. Why?

DIAGNOSIS

As valuable as it is to have many options, people involved in a negotiation rarely sense a need for them. In a dispute, people usually believe that they know the right answer - their view should prevail. In a contract negotiation they are equally likely to believe that their offer is reasonable and should be adopted, perhaps with some adjustment in the price. All available answers appear to lie along a straight line between their position and yours. Often the only creative thinking shown is to suggest splitting the difference.

inventing of an abundance of options: (1) premature judgment; (2) searching for the single answer; (3) the assumption of a fixed pie; and (4) thinking that "solving their problem is their problem." In order to overcome these constraints, you need to understand them.

Premature judgment

Inventing options does not come naturally. Not inventing is the normal state of affairs, even when you are outside a stressful negotiation. If you were asked to name the one person in the world most deserving of the Nobel Peace Prize, any answer you might start to propose would immediately encounter your reservations and doubts. How could you be sure that that person was the most deserving? Your mind might well go blank, or you might throw out a few answers that would reflect conventional thinking: "Well, maybe the Pope, or the President."

pounce on the drawbacks of any new idea. Judgment hinders imagination.

sense is likely to be sharper. Practical negotiation appears to call for practical thinking, not wild ideas.

on the other side. Suppose you are negotiating with your boss over your salary for the coming year. You have asked for a $4,000 raise; your boss has offered you $1,500, a figure that you have indicated is unsatisfactory. In a tense situation like this you are not likely to start inventing imaginative solutions. You may fear that if you suggest some bright half-baked idea like taking half the increase in a raise and half in additional benefits, you might look foolish. Your boss might say, "Be serious. You know better than that. It would upset company policy. I am surprised. that you even suggested it." If on the spur of the moment you invent a possible option of spreading out the raise over time, he may take it as an offer: "I'm prepared to start negotiating on that basis." Since he may take whatever you say as a commitment, you will think twice before saying anything.

piece of information that will jeopardize your bargaining position. If you should suggest, for example, that the company help finance the house you are about to buy, your boss may conclude that you intend to stay and that you will in the end accept any raise in salary he is prepared to offer.

Searching for the single answer

In most people's minds, inventing simply is not part of the negotiating process. People see their job as narrowing the gap between positions, not broadening the options available. They tend to think, "We're having a hard enough time agreeing as it is. The last thing we need is a bunch of different ideas." Since the end product of negotiation is a single decision, they fear that freefloating discussion will only delay and confuse the process.

the second is premature closure. By looking from the outset for the single best answer, you are likely to short-circuit a wiser decision-making process in which you select from a large number of possible answers.

The assumption of a fixed pie

A third explanation for why there may be so few good options on the table is that each side sees the situation as essentially either/or - either I get what is in dispute or you do. A negotiation often appears to be a "fixed-sum" game; $100 more for you on the price of a car means $100 less for me. Why bother to invent if all the options are obvious and I can satisfy you only at my own expense?

Thinking that "solving their problem Is their problem"

A final obstacle to inventing realistic options lies in each side's concern with only its own immediate interests. For a negotiator to reach an agreement that meets his own self-interest he needs to develop a solution which also appeals to the self-interest of the other. Yet emotional involvement on one side of an issue makes it difficult to achieve the detachment necessary to think up wise ways of meeting the interests of both sides: "We've got enough problems of our own; they can look after theirs." There also frequently exists a psychological reluctance to accord any legitimacy to the views of the other side; it seems disloyal to think up ways to satisfy them. Shortsighted self- concern thus leads a negotiator to develop only partisan positions, partisan arguments, and one-sided solutions....

Product Details

  • File Size: 886 KB
  • Print Length: 240 pages
  • Publisher: Penguin Books; Upd Rev edition (May 3, 2011)
  • Sold by: Penguin Group (USA) LLC
  • Language: English
  • ASIN: B0051SDM5Q
  • Text-to-Speech: Enabled
  • X-Ray:
  • Word Wise: Enabled
  • Lending: Not Enabled
  • Amazon Best Sellers Rank: #3,323 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
  •  Would you like to give feedback on images?


Customer Reviews

Most Helpful Customer Reviews
79 of 80 people found the following review helpful
4.0 out of 5 stars Great Information, Could Use Better Layout July 2, 2012
Format:Paperback|Verified Purchase
The title of Fisher and Ury's book is Getting to Yes - Negotiating Agreement without Giving In. It's a case where the title clearly lays out what the book is about. In Getting to Yes the authors present, step by step, how to find your way to a win-win solution that helps meet your goals while at the same time preserving the relationship so that future negotiations also go smoothly.

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 ›
Comment | 
Was this review helpful to you?
60 of 61 people found the following review helpful
5.0 out of 5 stars Understanding the Art of Negotiation November 16, 2014
Format:Kindle Edition
Whether you're a high-profile diplomatic official or just a burger flipper, the fact remains that we all negotiate at one point or another. Our negotiations may not be based on matters of life and death or foreign policy, but they do create actionable effects in our professional and personal life. Getting to Yes is a must-read for anyone who needs a better understanding of negotiation tactics. If you find yourself constantly making compromises that negatively affect your desired outcomes, then this book will help you. Again, this book will help virtually anyone as negotiation is a universal constant in everyone's lives. The book lays at a simple, step-by-step action plan for negotiating at higher level. Whether you're looking for a pay raise or just some leeway with your significant other, this book will help you get what you want without feeling like you get the short end of the stick every time.

Of course, negotiation strategies work only if you believe in what you're doing and believe in yourself. I picked up 21 Things You Should Give Up To Be Happy recently and it's helped me personally and in my negotiations. Part of negotiating is not worrying about what other people think of you. If you are overly concerned with how you appear, then you aren't going to become a good negotiator. One of the 21 Things You Should Give Up To Be Happy is actually caring about what people think about you. Someone's opinion of you should not affect your opinion of yourself. If you base your entire self-worth on other people's opinions, then you are doomed for a life of being stepped on and stepped over. People will take advantage of your low self-worth in personal and work relationships and negotiations.
Read more ›
Comment | 
Was this review helpful to you?
27 of 27 people found the following review helpful
5.0 out of 5 stars A Must-Read Book September 23, 2012
Format:Paperback
There are a few books that have such relevance to so many aspects of daily life that they should be on everyone's "must read" list, and this is one of them. Although at first it might seem that this is merely one more addition to the seemingly endless pile of platitudinous self-help books that crowd the bookshelves and deliver little or no real worth, in fact this book is a highly pragmatic text on the process of negotiation. The authors don't pretend that negotiating will get you everything you want - in fact they are very clear on the limitations of negotiation and how to think of negotiation as a process that has strict boundaries. What the book does is make explicit the nature of negotiation, the types of tactics people commonly use, and the most competent method for pursuing negotiations so as to maximize the possibility of achieving a negotiated outcome both parties can live with. The text is clear, the examples simple to grasp, and the conceptual framework adequately developed. Nowadays we might add some learning that evolutionary psychology has provided, but aside from that this is a superb book that can enable enhanced outcomes in most realms of life, from family conflicts through business negotiations to community issues. The entire book can be read and absorbed in less than two hours, but the lessons can be applied over a lifetime.
Comment | 
Was this review helpful to you?
19 of 19 people found the following review helpful
5.0 out of 5 stars Should be required reading for life October 7, 2011
Format:Paperback
After reading Roger Dawson's "Secrets of Power Negotiating" (another outstanding book, by the way), I did not expect to learn much new material from this book. I was wrong - "Getting to Yes" offers a new approach to negotiating. As the authors point out, we negotiate constantly in our daily lives. Most of us are unaware of the times we negotiate with our friends, coworkers, and family. What this book teaches readers is to how to go about resolving conflicts in an unemotional and logical way. Much of the advice here is given in the context of negotiating, but interestingly it could have easily been positioned as a book on influence. The material here reminded me of Dale Carnegies' "How to Win Friends and Influence People" (also a brilliant book).

I don't think that people should just read this book to get an advantage in negotiating. In fact, all sides would probably be mutually better off if they read this book. It advances civil society by promoting talk over violence and anger. I wonder why these books are not required reading for high school students. I certainly wish I had come across them when I was younger.
Comment | 
Was this review helpful to you?
Most Recent Customer Reviews
4.0 out of 5 stars Very helpful to reach a beneficial agreement
Very helpful to get to a mutually beneficial agreement with others.
Published 3 days ago by Stevan Eidson
5.0 out of 5 stars Nice!
Simple and easy to read, very salient points
Published 3 days ago by Amazon Customer
5.0 out of 5 stars Next time I get robbed at gun point, I'm ...
Next time I get robbed at gun point, I'm going to snowball the other side, use mixed mode of exchange, attempt a frame shift, and then end with an exploding option because this... Read more
Published 3 days ago by Dliteful
4.0 out of 5 stars Principled negotiation can work
I was hoping to find links this book a way go be one a better negotiator more for potential business situations than anything else. Read more
Published 5 days ago by J. Rust
5.0 out of 5 stars Great book. Not as relevant to my life as ...
Great book. Not as relevant to my life as I hoped. Definitely useful info, but a little hard to get through due to lack of relevance to my life. Read more
Published 10 days ago by Purity is Myth
5.0 out of 5 stars Five Stars
Great boom
Published 16 days ago by Madeline
3.0 out of 5 stars Three Stars
It OK
Published 17 days ago by Mary Craddock, M.D.
4.0 out of 5 stars Falls short when only one side is motivated to resolve the issue or...
very helpful tips on negotiating. But the flaw is that it requires both sides to be willing and interested in negotiating. Read more
Published 17 days ago by teacher
5.0 out of 5 stars Five Stars
Nice reference book for class
Published 1 month ago by Wild Blue
5.0 out of 5 stars Decent
PROS:
- Helpful

CONS:
- Not as good as "Getting Past No"
Published 1 month ago by Carl Jalal
Search Customer Reviews


Forums

There are no discussions about this product yet.
Be the first to discuss this product with the community.
Start a new discussion
Topic:
First post:
Prompts for sign-in
 


Look for Similar Items by Category