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Getting to Yes: Negotiating Agreement Without Giving In Paperback – May 3, 2011


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Frequently Bought Together

Getting to Yes: Negotiating Agreement Without Giving In + Getting Past No: Negotiating in Difficult Situations + Difficult Conversations: How to Discuss What Matters Most
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Product Details

  • Paperback: 240 pages
  • Publisher: Penguin Books; Revised edition (May 3, 2011)
  • Language: English
  • ISBN-10: 0143118757
  • ISBN-13: 978-0143118756
  • Product Dimensions: 7.7 x 5 x 0.7 inches
  • Shipping Weight: 6.4 ounces (View shipping rates and policies)
  • Average Customer Review: 4.5 out of 5 stars  See all reviews (200 customer reviews)
  • Amazon Best Sellers Rank: #269 in Books (See Top 100 in Books)

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.

Customer Reviews

The book is easy to read and understand, short and sweet.
Linpec
I don't think that people should just read this book to get an advantage in negotiating.
Houman Tamaddon
I recommend this book to anyone learning negotiation skills .
gene

Most Helpful Customer Reviews

63 of 64 people found the following review helpful By Lisa Shea HALL OF FAMETOP 500 REVIEWERVINE VOICE on 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.
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20 of 20 people found the following review helpful By Allan M. Lees on 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.
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14 of 14 people found the following review helpful By Houman Tamaddon on 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.
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23 of 27 people found the following review helpful By Joshua P. OConner VINE VOICE on June 28, 2012
Format: Paperback Verified Purchase
The premise of Getting to Yes is relatively simple; in essence the traditional view of negotiation (as a game of "give and take" between parties) is largely unproductive and can shatter working relationships between parties. Under this traditional view, parties are forced to choose between hardline negotiations (where you attempt to force your desired outcome) and softline negotiation (where you make extreme concessions in order to preserve the relationship). The authors offer a new outlook (referred to as "principled negotiation") where all parties work to make objective and rational statements about their desired outcomes (including providing empirical reasoning for their desired outcome). This new approach (summarized in the Appendix) removes the oppositional/adversarial outlook of negotiation and works to find creative solutions which satisfy the needs of all parties involved.

The model proposed is easy to use. The first step involves detaching personal politics from negotiation. Through making the negotiation about the issue at hand, the authors claim that relationships are more likely to be preserved regardless of the outcome of the negotiation. A major element of removing personal politics from the negotiation is to focus on personal interest rather than a hard position. Expressing personal interest in more lucid terms rather than abbreviated and absolute terms (e.g. "I would like to be able to sell the house and have a capital gain that would allow me to put 20% on house X" rather than "I would like to get $160,000 for the house") allows both parties to understand the interest at play and to work to explore mutually beneficial outcomes. In addition to expressing personal interests, the authors also insist that the terms of the negotiation be expressed in objective terms (i.e.
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