Getting to Yes: Negotiating Agreement Without Giving in

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Houghton Mifflin Harcourt, 1991 - Business & Economics - 200 pages
47 Reviews
Few of us are armed with the powerful negotiation skills that prevent stubborn haggling and ensure mutual problem-solving. This title presents a few easily remembered principles that will guide readers to success, no matter what the other side does or whatever dirty tricks they resort to.The Secret to Successful Negotiation Negotiation is a way of life for the majority of us. Whether we're at work, at home or simply going out, we want to participate in the decisions that affect us. Nowadays, hardly anyone gets through the day without a single negotiation, yet, few of us are armed with the effective, powerful negotiating skills that prevent stubborn haggling and ensure mutual problem-solving. Fisher and Ury cut through the jargon to present a few easily remembered principles that will guide you to success, no matter what the other side does or whatever dirty tricks they resort to. They include: - Don't bargain over positions - Separate people from the problem - Insist on objective criteria - What if they won't play?
 

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Easy & Quick Read

User Review  - emily1616 - Overstock.com

I initially ordered this book just because I needed to read it for a class but it turned out that besides being a quick and easy read its a rather useful read for anyone who negotiates and so that ... Read full review

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Contents

Dont Bargain Over Positions
3
Arguing over positions produces unwise agreements
4
THE METHOD
15
SEPARATE THE PEOPLE FROM THE PROBLEM
18
Separate the relationship from the substance deal directly
21
Emotion
29
Speak to be understood
35
INSIST ON USING OBJECTIVE CRITERIA
81
Positional pressure tactics
138
You knew it all the time
147
TEN QUESTIONS PEOPLE ASK ABOUT
149
Does positional bargaining ever make
151
Questions About Dealing with People
157
How should I adjust my negotiating approach
166
How do I try out these ideas without taking
175
Consider committing to what you will
185

YES BUT
95

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About the author (1991)

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.

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