- ASIN: B004T8RAPM
- Product Dimensions: 7.5 x 5.1 x 0.7 inches
- Shipping Weight: 6.4 ounces
- Average Customer Review: 4.4 out of 5 stars See all reviews (844 customer reviews)
- Amazon Best Sellers Rank: #2,031,188 in Books (See Top 100 in Books)
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Getting to Yes 2nd (second) edition Text Only Paperback – 1991
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Top Customer Reviews
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 ›
Number of stories - in Getting to Yes, the authors do not offer enough stories to burn the concepts into the reader's mind. I personally think stories are the best way to communicate something like negotiating.
Actual psychological concepts explained - Getting to Yes is a summary of findings, and it never explains why certain things work. Without a deep understanding, it is not clear when the concepts work and when they don't. Especially in Influence, you really get to understand how to persuade someone by remembering the core psych concepts.
If you are just looking for a quick intro to negotiating, this is a decent book. If you would like to actually understand people and how to influence them, this is too basic.
The book is on principled negotiation, which is essentially negotiation on merits. The aim is to reach a wise agreement, defined as meeting the legitimate interests of all parties to the extent possible, resolving conflicting interests fairly, and ensuring the agreement is durable and takes community interests in account.
The factors of principled negotiation include:
PEOPLE: separting people from the issues/problems.
INTERESTS: focus on them, particularly mutual interests, and not on "positions." E.g., the expression of "you are in no position to negotiation" is absolutely absurd. One, it is an assumption unless the person stating that carefully prepared. Two, it can generally only hurt the person stating that, generating hostility and conflict. A principled negotiator probes interests, raises questions. The question, then, is "what are your interests in this deal?" and "Why do you suppose that is a fair proposal?"
PLANNING: a skilled negotiator will gather, organize, and weigh all information carefully relating to a negotiation. If there is one concept I could share with you, it is "prepare."
CRITERIA: prior to reaching an agreement, the parties should agree to using objective criteria to measure an agreement; these include market value, precedent, and so forth.
OPTIONS: generate a variety of options to reach an agreement.Read more ›
Most Recent Customer Reviews
I first read this in 1983, when my husband was in his first year of law school. I've remembered over the years and tried to apply some of the principles that i learned in my... Read morePublished 13 days ago by BKW
Excellent book for someone who wants to learn the ins and outs of negotiating.Published 19 days ago by IRA H KAPLAN
great book for the assignment that i had to do for my class and more interesting ins that my co-workers who deal with international relations read this book and suggested it to me... Read morePublished 28 days ago by Chyrette Copeland
This book is the negotiators handbook. It provides an easy framework to digest, while telling you engaging stories that you can reference in future negotiations. Read morePublished 28 days ago by Lael
This book was an excellent, easy read. It helped expand my view of negotiating and gave me some excellent tools to negotiate as well as trouble shooting ideas for when things go... Read morePublished 1 month ago by Amazon Customer