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Getting to Yes: How To Negotiate Agreement Without Giving In Audio CD – Unabridged, January 1, 1987

by Roger Fisher (Author)
4.5 4.5 out of 5 stars 10,516 ratings
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Getting to Yes: Negotiating Agreement Without Giving In
Getting to Yes: Negotiating Agreement Without Giving In
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Getting to Yes is a straightorward, universally applicable method for negotiating personal and professional disputes without getting taken -- and without getting angry.
It offers a concise, step-by-step, proven strategy for coming to mutually acceptable agreements in every sort of conflict -- whether it involves parents and children, neighbors, bosses and employees, customers or corporations, tenants or diplomats. Based on the work of Harvard Negotiation Project, a group that deal continually with all levels of negotiations and conflict resolutions from domestic to business to international, Getting to Yes tells you how to:
  • Separate the people from the problem
  • Focus on interests, not positions
  • Work together to create opinions that will satisfy both parties
  • negotiate successfully with people who are more powerful, refuse to play by the rules, or resort to "dirty tricks"
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  1. Language
    English
  2. Publisher
    Simon & Schuster Audio
  3. Publication date
    January 1, 1987
  4. Dimensions
    5.63 x 1.1 x 5.63 inches
  5. ISBN-10
    0743526937
  6. ISBN-13
    978-0743526937
  7. See all details
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Product details

  • Publisher ‏ : ‎ Simon & Schuster Audio; Unabridged edition (January 1, 1987)
  • Language ‏ : ‎ English
  • ISBN-10 ‏ : ‎ 0743526937
  • ISBN-13 ‏ : ‎ 978-0743526937
  • Item Weight ‏ : ‎ 8.2 ounces
  • Dimensions ‏ : ‎ 5.63 x 1.1 x 5.63 inches
  • Customer Reviews:
    4.5 4.5 out of 5 stars 10,516 ratings

About the authors

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  1. Roger Fisher

    Roger Fisher

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    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.

    See more on the author's page
  2. William Ury

    William Ury

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    William Ury is the co--founder of Harvard's Program on Negotiation, where he directs the Project on Preventing War. One of the world's leading negotiation specialists, his past clients include dozens of Fortune 500 companies as well as the White House and Pentagon. Ury received his B.A. from Yale and a Ph.D. in Anthropology from Harvard. His books Getting to YES and Getting Past No have sold more than five million copies worldwide.

    See more on the author's page
  3. Bruce Patton

    Bruce Patton

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    Discover more of the author’s books, see similar authors, read author blogs and more

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Customer reviews

4.5 out of 5 stars
10,516 global ratings

Customers say

Customers find the book contains useful content that makes things more efficient. They also appreciate the clear, well-reasoned instructions and well-rounded approach. Readers describe the book as a great introduction to principled negotiation that acts as s strong framework for people first getting into negotiations. They mention it's easy to read and understand.

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UsefulnessReadabilityNegotiation techniquesEase of useLengthContent
312 customers mention "Usefulness"304 positive8 negative

Customers find the book useful, insightful, and provides real-world examples. They also say it makes sense in a theoretical way, is a handy tool for personal or professional negotiation, and that the principles are well elaborated. Readers also mention that the book gets to the point and has a high information density.

"...Pros:It definitely opened my eyes and made me see how/where/when I make errors when negotiating--even in my everyday life...." Read more

"The content of this book is very insightful." Read more

"...Instead, it plunges into helpful information to assist people in negotiating for a new car, negotiating issues with their landlords, and all the..." Read more

"...The authors wrote this book not to entertain, but to educate. It gets to the point. There is no obfuscation, meandering, or distraction...." Read more

151 customers mention "Readability"139 positive12 negative

Customers find the book easy to read and understand. They say it provides a clear, concise approach to speaking with people. They also appreciate the well-written narrative and good examples.

"...It is an easy read and I got through the book within 4-5 hours on 1.3x speed on Audible...." Read more

"...to Yes provided numerous helpful examples which made their points more easy to understand...." Read more

"...The concise writing is a huge plus to many people, but some reviewers see it as a minus...." Read more

"...The model proposed is easy to use. The first step involves detaching personal politics from negotiation...." Read more

140 customers mention "Negotiation techniques"137 positive3 negative

Customers find the book a great introduction to principled negotiation and effective communication in challenging situations. They also say it helps remove conflict and provides a sound negotiation framework. Customers also say the book is good for business people, sales people, and everyone else.

"......" Read more

""Getting to Yes" promotes effective non-confrontational negotiation...." Read more

"...without previous knowledge, I'd say that it's a great introduction to principled negotiation, probably the best there is...." Read more

"...The guidance on how to recognize negotiation tactics and bring them back to center on the objectives that benefit both parties...." Read more

47 customers mention "Ease of use"44 positive3 negative

Customers find the book easy to use, providing clear, well-reasoned instructions for any kinds of situations supported with examples. They also say it's structured well for learning, provides insights and clear methods on how to conduct negotiation, and provides easily adaptable techniques that enhance negotiation, while remaining respectful. Readers also mention that the book is complex, but helpful, and one of the most hands-on books they have ever encountered. They say it provides a well-rounded approach to the subject from a novice's perspective.

"...It provides easily adaptable techniques that enhance negotiation, while remaining respectful and considerate to oneself and the adversary...." Read more

"...material responding to questions from readers, continues to provide practical guidelines for executives dealing with each other, with superiors and..." Read more

"...It is simply one of the most "hands-on" books I have ever encountered -- in any field...." Read more

"...Fast to read and can be put into practice instantly. Learnt a lot from it." Read more

13 customers mention "Length"13 positive0 negative

Customers find the book very short, sweet, and understandable. They also say it's a smaller book and relatively quick to get through.

"..."Getting to Yes" is a small book (though it could have been smaller!) and is definitively worth reading...." Read more

"...(especially with keeping emotions out of charged situations), and this short, concise book was a very helpful tool!..." Read more

"A short and to the point brilliant book....." Read more

"...me. Its a small book and can be carried anywhere. The contentsis great because it is updated to fit into today's society." Read more

27 customers mention "Content"10 positive17 negative

Customers are mixed about the content. Some find the book great with real life everyday and historical examples that are consistent with important social and personal values. They also find the material very useful, creative, and non-confrontational. However, others say the book weird, overrated, and mostly stating the obvious. They say the concepts are good, but some of the examples are naive and narrow minded. They feel the book is not comprehensive, not engaging, and painfully academic in its delivery.

"...It's a great primer, but it's far from all-encompassing. The authors admit that it is not meant to cover everything, though...." Read more

"...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...." Read more

"...Getting to Yes, though, is not comprehensive. I have read other books on negotiation that cover many more topics from different perspectives...." Read more

"...approach towards negotiation is certainly correct but it lacks proper theoretical framework...." Read more

Now I know
5 out of 5 stars

Now I know

I was highly recommended this book by a friend of mine who happened to take use this in his MBA class. I finished this book in two days. Now I'm going to revise this again. I found lots of good tactics and useful day to day advise. I also appreciate the fact that the book price is very reasonable considering this is a must in my academic syllabus.
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Top reviews from the United States

Grace Anne
5.0 out of 5 stars Great book! "I knew this the whole time."
Reviewed in the United States on July 13, 2024
Verified Purchase
I had to read this book (along with Getting Past No) for my mediation class/certification (side note: mediation is NOT negotiation, but the two overlap in many areas). I absolutely hate reading so I bought the paperback and also the Audible version. I was not expecting to like this book as much as I did! I will reread and commit to memory the notes I took from this book--it is truly that helpful and educational!

Pros:
It definitely opened my eyes and made me see how/where/when I make errors when negotiating--even in my everyday life. It is an easy read and I got through the book within 4-5 hours on 1.3x speed on Audible. I feel like I highlighted something on every page...there is a ton of useful information! Not only do the authors define a certain topic/term, give examples, and identify where and when it may apply, but they also give solutions or how to counteract these actions (especially in Chapter 8 "What If They Use Dirty Tricks?"). As I read through/listened to the book, I thought about so many applicable situations in the past and present.

Cons:
Lots of examples were political/governmental/war-related. I think the examples are relevant because they show how even people in power (i.e., Presidents, etc) can mess up a negotiation because of xyz, but I kinda wanted to zone out during those examples. Just not my thing.
2 people found this helpful
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Amazon Customer
5.0 out of 5 stars Good Buy
Reviewed in the United States on July 29, 2024
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The content of this book is very insightful.
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Lisa Shea
4.0 out of 5 stars Great Information, Could Use Better Layout
Reviewed in the United States on July 2, 2012
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.

On the down side, this is a new version of older material. The authors chose to keep the initial book in its original form and then add on additional information at the end. I appreciate for historical reasons why they wanted to do that. However, from a fresh reader point of view, I feel they should present an integrated whole which most clearly presents the full information. The way the book is laid out currently, you have to go back and forth to find all information on a given topic.

Also, the format is not laid out for easy reference. If they went more for a "dummies" style with an easy to scan layout, graphs and charts to quickly find and scan, and quick end-summaries, that would make this more useful as a reference book to keep on a shelf. Right now if I had an issue to handle it would be less than quick to grab the book and find the answer. I would have to wade through the book to figure out where to get the support I needed.

Still, I do recommend that everyone read this book at least once, to build their skills in negotiation. It's something we all have to do!
205 people found this helpful
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Kevin Stecyk
5.0 out of 5 stars Great Book on Negotiation
Reviewed in the United States on July 27, 2024
Verified Purchase
I am sure I read a prior edition many years while completing my MBA. Now, after many years of experience and participating in negotiations, I am enjoying this book once more.

Negotiation is a complex topic, one deserving of several books of study. As a negotiator, you need to look inward as much as you look outward.

Those who been involved in negotiations will recognize some of the more subtle or understated elements mentioned in the book. Most beginners tend to focus on BATNA.. There is much more at play.
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Top reviews from other countries

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Nighthawk
5.0 out of 5 stars Excellent
Reviewed in Canada on April 6, 2024
Verified Purchase
Very good
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Spiros Kagadis
5.0 out of 5 stars A great negotiation book!
Reviewed in the United Kingdom on July 5, 2024
Verified Purchase
This a great negotiation book of great authority that has helped me in all my negotiation requirements!
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concessionist
5.0 out of 5 stars Get to yes!
Reviewed in Germany on April 6, 2024
Verified Purchase
If you want to hear more yes in your life, read this book. In a very convincing and easy to understand manner it will explain how to get to yes in most situations.
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Dimitris Orfanidis
5.0 out of 5 stars Worth the purchase and the read
Reviewed in Spain on January 27, 2024
Verified Purchase
A easy to follow well structured and most importantly rational and fact based analysis on what negotiation and negotiating is all about. Worth the read for anyone..
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Laura B.
5.0 out of 5 stars Yess
Reviewed in Italy on January 16, 2023
Verified Purchase
Libro acquistato per mia figlia per l'università ne è pienamente soddisfatta come supporto e come ausilio per la lingua inglese
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