Getting to Yes: Negotiating Agreement Without Giving in

Front Cover
Houghton Mifflin Harcourt, 1991 - Business & Economics - 200 pages
110 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?
 

What people are saying - Write a review

User ratings

5 stars
42
4 stars
39
3 stars
21
2 stars
5
1 star
3

LibraryThing Review

User Review  - AshRyan - LibraryThing

This is perhaps the classic work in the field of negotiation, and for good reason. Fisher and Ury start by showing the many problems with conventional "positional" bargaining, then proceed to lay out ... Read full review

Review: Getting to Yes: Negotiating Agreement Without Giving In

User Review  - Mike - Goodreads

Lots of common sense here. Put yourself in their shoes, etc. Important to focus on your interests, not on defending a specific position. Look to expand the pie so that all can benefit. Best point ... Read full review

All 9 reviews »

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

Common terms and phrases

References to this book

All Book Search results »

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.

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. He lives in Boulder, Colorado.

No Bio

Bibliographic information