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Getting to Yes: Negotiating Agreement Without Giving In Paperback – Illustrated, May 3, 2011
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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.
From the Publisher
—John Kenneth Galbraith
“The authors have packed a lot of commonsensical observation and advice into a concise, clearly written little book.”
“A coherent brief for ‘win-win’ negotiations.”
“Getting to Yes has an unrivaled place in the literature of dispute resolution. No other book in the field comes close to its impact on the way practitioners, teachers, researchers, and the public approach negotiation.”
—National Institute for Dispute Resolution Forum
“Getting to Yes is a highly readable and practical primer on the fundamentals of negotiation. All of us, as negotiators dealing with personal, community, and business problems need to improve our skills in conflict resolution and agreement making. This concise volume is the best place to begin.”
—John T. Dunlop
“This splendid book will help turn adversarial battling into hardheaded problem solving.”
“Getting to Yes is a highly readable, uncomplicated guide to resolving conflicts of every imaginable dimension. It teaches you how to win without compromising friendships. I wish I had written it!”
“Getting to Yes is powerful, incisive, persuasive. Not a bag of tricks but an overall approach. Perhaps the most useful book you will ever read!”
“Simple but powerful ideas that have already made a contribution at the international level are here made available to all. Excellent advice on how to approach a negotiating problem.”
About the Author
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.
- ASIN : 0143118757
- Publisher : Penguin Publishing Group; Updated edition (May 3, 2011)
- Language : English
- Paperback : 240 pages
- ISBN-10 : 1844131467
- ISBN-13 : 978-0143118756
- Item Weight : 6.4 ounces
- Dimensions : 5.11 x 0.57 x 7.75 inches
- Best Sellers Rank: #1,048 in Books (See Top 100 in Books)
- Customer Reviews:
About the authors
Reviewed in the United States on January 11, 2020
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Why is energy. Why is direction. Even if you know How to point yourself in a direction, if you really understand Why you are pointing and going that way, you will go faster. In addition, if others understand Why you are going a certain direction, they are more likely to help you get where you are going, However you choose to do it.
Why is a critical component of my own happiness. Why is motivating me to be more productive at work. Why is great for my marriage.
Be like Simon Sinek. Find your Why. Let him help you. Get this book. When you are done, recommend a friend or colleague buy it. If they don't immediately, give them your copy. Spread the gospel.
Over the past 15 years, this book has been referred to and revered in thousands--if not millions--of articles, seminars, college course, and training programs. In fact, as of the date of this review over 100 published books cite Getting to Yes.
If you're in business and haven't read this book, you are operating with less than full power. But the book has value well beyond the business world. If you've ever had a disagreement end in a way that left you or the other party feeling cheated or manipulated, that ending probably came about because you were either bargaining about position or confusing the people with the problem. Either strategy guarantees at least one loser. Unfortunately, most disagreements follow one or both of these losing strategies.
With discipline and practice, you can apply the knowledge in this book so that you:
* Preserve relationships without giving in (go along to get along).
* Can satisfy the interests of both parties.
* Ensure both parties are motivated to uphold their end of the bargain.
* Feel good about the agreement reached and the people who reached it.
The strategies have nothing to do with tricking other people or playing games. The strategies have everything to do with respecting other people and refusing to play games.
In the publishing world, "thud factor" is a major consideration. Many readers expect filler, in the form of anecdotes and stories (as if they want the author to assume they are too daft to understand assertions made directly in plain English). Getting to Yes is 200 pages long, with the last 50 pages or so being basically a review and a "Cliff Notes" of the first 150. So, you have the book followed by a summary of the book. What you don't have is 150 pages stretched to 300 pages with stories that a busy executive would rather skip.
The concise writing is a huge plus to many people, but some reviewers see it as a minus. So, you may also read reviews saying that other books are "better" because they are thicker.
I have two proposed solutions to that:
1. Read the first 150 pages of Getting to Yes twice. This will equal 300 pages.
2. Read the book, then practice it. Take 150 pages of notes regarding your experiences. You now have the stories and filler you wanted.
The authors wrote this book not to entertain, but to educate. It gets to the point. There is no obfuscation, meandering, or distraction. That same communication style is required in a negotiation. The occasional anecdote may be helpful, but to lead a negotiation to a successful conclusion you must focus on the real issues. That is what this book does. And that's why it's a classic in the classroom and in the boardroom, and in executive suites and staterooms throughout the world.
Be sure to read Getting Past No and The Power of a Positive No, as well.
Top reviews from other countries
This is my second copy. I let someone borrow my first copy, and it never returned. But that's OK. The world would be a better place if everyone learned how to negotiate like this.
If you're going to a turkish bazaar, this is not going to help guarantee you get the right price for the rug you really want. But if you live in the real world, and especially if you're in business, this will help you understand how to negotiate successfully. And it makes you think differently about how you approach different situations.
Roger Fisher died recently, and I liked the obituary in the Economist. It described how there was a bitter confrontational argument in central america, with one of the parties being Ecuador I believe. Roger Fisher was asked to help in the dispute. Things improved dramatically when he asked the two presidents, who were arguing vehemently and bitterly about the border, to sit down with a map and look at the border. All the posturing disappeared as the parties understood each others concerns. As the obituary concluded, it helped that the Ecuador president had been a university student of Professor Fisher. It shows this is not academic mumbo jumbo. It has real life application.