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Getting Together: Building Relationships As We Negotiate Paperback – September 1, 1989
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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).
Each of these principles is helpfully developed in its own chapter and illustrated through examples from a variety of situations, from the personal to dealing with colleagues, to higher stakes business negotiations all the way up to international relations (though some of these latter examples with the Soviet Union feel a bit dated). A final chapter ties them all together, showing how each principle relates to the others so that they form an integrated whole (e.g., failing to consult someone whom a decision will impact will tend to make him feel coerced rather than persuaded.) Even the appendix is interesting, discussing how the tit-for-tat strategy in game theory relates to their principles, and showing how the prisoner's dilemma does not apply to them because it is always in your interest to be unconditionally constructive in the ways they advocate. There is some real meat to chew on here, making this a great supplement to their earlier books. Also check out William Ury's more recent The Power of a Positive No.
Four and a half stars.
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.
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.