Getting to Yes: Negotiating Agreement Without Giving in

Roger Fisher, William Ury, Bruce Patton

Houghton Mifflin Harcourt, 1991 - Business & Economics - 200 pages

"Since it was first published in 1981 Getting to Yes has become a central book in the Business Canon: the key text on the psychology of negotiation. Its message of "principled negotiations"--Finding acceptable compromise by determining which needs are fixed and which are flexible for negotiating parties--has influenced generations of businesspeople, lawyers, educators and anyone who has sought to achieve a win-win situation in arriving at an agreement. It has sold over 8 million copies worldwide in 30 languages, and since it was first published by Penguin in 1991 (a reissue of the original addition with Bruce Patton as additional coauthor) has sold over 2.5 million copies--which places it as the #10 bestselling title overall in Penguin Books, and #3 bestselling nonfiction title overall. We have recently relicensed the rights to Getting to Yes, and will be doing a new revised edition--a 30th anniversary of the original publication and 20th of the Penguin edition. The authors will be bringing the book up to date with new material and a assessment of the legacy and achievement of Getting to Yes after three decades"--

What people are saying

LibraryThing Review

User Review  - sarahlh - LibraryThing

I feel like I wasted my time reading it. It dragged on for such a long time despite being very short. A lot of boring repetition and filler in place of interesting ideas. Also, if I have to read the word BANTA one more time, I might scream.

LibraryThing Review

User Review  - trile1000 - LibraryThing

Though dry and a little dated, this book does give a useful cursory overview of basic negotiating tactics. The advice the book gives focuses on the following tenets: 1. Separating the PEOPLE from the ...

Contents

• Arguing over positions produces unwise agreements: 4
• THE PROBLEM: 13
• SEPARATE THE PEOPLE FROM THE PROBLEM: 18
• Separate the relationship from the substance deal directly: 21
• Make your proposals consistent: 28
• Listen actively and acknowledge what is being: 34
• 5: 62
• Deciding on the basis of will is costly: 81
• Negotiating with objective criteria: 88
• YES BUT: 95
• 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

About the author

William Ury, a consultant, writer, and lecturer on negotiation, is a Distinguished Senior Fellow at the Harvard Negotiation Project. 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.

Bibliographic information

• Title: Getting to Yes: Negotiating Agreement Without Giving in
• Authors: Roger Fisher, William Ury, Bruce Patton
• Editor: Bruce Patton
• Edition: illustrated, reprint, revised
• Publisher: Houghton Mifflin Harcourt, 1991
• ISBN: 0395631246, 9780395631249
• Length: 200 pages
• Subjects: Business & Economics / Management; Business & Economics / Negotiating; Self-Help / Personal Growth / Success