Getting to Yes: Negotiating Agreement Without Giving in

Front Cover
Penguin, 2011 - Business & Economics - 204 pages
27 Reviews
"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"--

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LibraryThing Review

User Review  - ShadowBarbara - LibraryThing

This is the Harvard Business School method of negotiating to get away from positional bargaining. Some great ideas about finding solutions and being an authentic negotiator. Several chapters on how to deal with those who won't play in this fashion. Read full review

LibraryThing Review

User Review  - datrappert - LibraryThing

Common sense, very memorable book about negotiating. Major takeaway: start with small things you can agree on and work from there. (Will have no use in political debates!) Read full review

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About the author (2011)

Roger Fisher is the Samuel Williston Professor of Law Emeritus and director emeritus of the Harvard Negotiation Project.

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.

Bibliographic information