Getting to Yes

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We're constantly negotiating in our lives, whether it's convincing the kids to do their homework or settling million-dollar lawsuits. For those who need help winning these battles, Roger Fisher has developed a simple and straightforward five-step system for how to behave in negotiations. Narrated soothingly by NPR announcer Bob Edwards, Fisher adds the meaty portions of the material with a sense of playfulness. The blend of voices makes this tape easy to listen to, especially the real-life negotiating scenarios, in which negotiating examples are given. This is a must-have tape for every businessperson's car. (Running time: one hour, one cassette) --Sharon Griggins

Getting to Yes offers a concise, step-by-step, proven strategy for coming to mutually acceptable agreements in every sort of conflict-whether it involves parents and children, neighbors, bosses and employees, customers or corporations, tenants or diplomats. Based on the work of the Harvard Negotiation Project, a group that deals continually with all levels of negotiation and conflict resolution from domestic to business to international, Getting to Yes tells you how to: * Separate the people from the problem; * Focus on interests, not positions; * Work together to create options that will satisfy both parties; and * Negotiate successfully with people who are more powerful, refuse to play by the rules, or resort to "dirty tricks."Since its original publication in 1981, Getting to Yes has been translated into 18 languages and has sold over 1 million copies in its various editions. This completely revised edition is a universal guide to the art of negotiating personal and professional disputes. It offers a concise strategy for coming to mutually acceptable agreements in every sort of conflict.

Customer Reviews:

  • A perennial favorite that has lost none of its relevance
    As other reviews provide a summary, I would like to concentrate on what the book means to me personally. By focusing attention on interests and away from egos, I find the methods it introduces border on the therapeutic. This is not a bad thing, since every negotiation is the product of personal interaction. Addressing the confounding effects of personality and ego directly simply makes sense.

    Getting To Yes is the only book I consistently wish I had read sooner. It was first recommended to me in an undergraduate political science class. Since then I have re-read it every few years, and gifted it on numerous occasions -- including 3x this year alone. The last occasion was my extremely gifted niece's 10th birthday.

    The clarity of expression and the usefulness of the principles described make it suitable for any high school student. It is simply one of the most "hands-on" books I have ever encountered -- in any field. A strong buy recommendation for anyone interested in being a better advocate for themselves....more info
  • Classic reference for negotiation
    Although it is the require reference of for the course I registered, it is a helpful handbook for negotiation....more info
  • Great everyone should read it
    Have used this book many times to help people gain effectiveness and avoid unnecesary conflict at work and home. Highly recommend it....more info
  • One of the best books, if not the best book, on negotiation humanity has to offer.
    I'll start from a different tack to the other reviewers. I researched Roger Fisher's life. Here is my "biography". Born in the USA in 1922, he was 19 when Japan bombed Pearl Harbor and off he was sent to the killing fields. After the war, he studied law and practised litigation for about a decade. To this point in his life, he had seen very little apart from people beating each other over the head either physically or emotionally/psychologically to gain an advantage and a victory. A turning point came when he asked, "is there another way?". For the next two decades, he spent his time with high-class negotiators. The best in the business. He asked, observed and practised. Today, it is called Alternative Dispute Resolution. I'm not sure it had a name back then but I've heard mediators who have been in the field for a long time say that they witness the counter-parties grow as people. In the late 70s, Fisher started writing the book and in 1981, it was published. The second edition has the ten most commonly asked questions readers of the book had over the next decade along with Fisher's, Ury's and Patton's responses.

    I have started to apply the principles of the book in the six months since I first read it and I feel that *both* the outcomes I achieve in negotiations and the depth of my relationship with others have improved. I still have a long way to go but I feel I am on a track which is healthy. If people want to obtain what they want and have good relationships, this is required reading. I want to make one point so that it is not lost on anyone. Applying the principles in this book does not mean becoming a softie or pushover in negotiations. If that is what is happening, the book is not being applied correctly.

    If people want to "win", I put it to you that it will show over the long term and your actions will not be sustainable in your own life and the life of others. In which case, what is the point?

    In terms of results which Roger Fisher himself has achieved, he recently was able to settle a decades long territorial dispute between two Sth American nations.

    I believe that the principles illuminated in this book are the way of the future.

    All the best.
    tom(dot)369(at)hotmail(dot) com...more info
  • How to Improve your Negotiation Skills Dramatically?
    This book is a straightforward, universally applicable method for negotiating personal and professional disputes without getting taken-and without getting angry. It offers a concise, step-by-step, proven strategy for coming to mutually acceptable agreements in every sort of conflict-whether it involves parents and children, neighbors, bosses and employees, customers or corporations, tenants or diplomats. Based on the work of the Harvard Negotiation Project, a group that deals continually with all levels of negotiation and conflict resolution from domestic to business to international. This book tells you how to: (1). Separate the people from the problem; (2). Focus on interests, not positions; (3). Work together to create options that will satisfy both parties; and (4). Negotiate successfully with people who are more powerful, refuse to play by the rules, or resorts to "dirty tricks". Digest this book and you will improve your negotiation skills dramatically....more info
  • A book you should own even if you aren't a professional negotiator
    This book is recommended reading for a Negotiation Course I took some time ago and was developed by members of the Harvard Negotiation Project. It provides the fundamentals of negotiation tactics and techniques that can be used in almost any situation.

    Whether you are a parent with trouble convincing your children to do things, or you're buying a house or a car, this is an excellent book for learning how to effectively deal with others.

    The book covers topics such as inventing options that will benefit both parties, or focusing on your interests and not your positions and understanding the importance of controlling emotions.

    This book doesn't cover more advanced techniques and doesn't signiifcantly touch upon the various cultural aspects of negotiation, but it is an excellent introduction and a valuable addition to any library....more info
  • getting to the goal
    Im most circumstances in life, there are issues they demand negotition and the players involved settle those disputes based on how thye are able to navigate the deal making. This book goes thru all of those machinations and specifics....more info
  • A helpful classic in constructive negotiation
    Clearly this is a top notch book well worthwhile to be read by professional negotiators and also by the rest of us. It has a clear style. It is a short, entertaining and fast read, maybe a bit theoretical.

    The basic idea of this book is to find win-win scenarios that give both sides of the negations more than without a Harvard negotiation. Do not leave value on the table.

    Arguments against this method are dealt with in the last chapter. The authors always win (at least in this book).

    I can recommend "Getting to Yes" to everyone living in our world.
    ...more info
  • honest and fast
    I received this book 2 days after I place my order. The person was pretty fast because school had already started and I needed the bood asap....more info
  • I found the book easy to read and the suggestions useful
    I read this book this weekend. Although I agree with a previous reviewer who commented that the author could have written the book using fewer words, I still found it easy to read. The suggestions offered make sense. As the author points out, most of them are "common sense" ideas we'd have anyway, but the book helps lay them out in a logical way. I did get the impression toward the end that the author was trying to fill space by repeating previously-discussed suggestions. Then again, repetition is the key to learning, so maybe that was his intent :-).

    One thing I liked about the writing style used in this book is that there were examples illustrating the major points, but they were kept simple. I've read other books where just understanding the details of the examples was an exercise in and of itself. The simple and to-the-point examples really helped make this book easy to read and understand quickly.

    I'd recommend the book to others looking for advice on negotiating.
    ...more info
  • didn't think it could be this useful!
    actually ended up being a quick and practical read!...more info
  • Conflict resolution
    There is a lot of useful information in this book. There are plenty of words in this book that add no value. It was almost as if the authors were trying to fill space. I had only wished that they had filled the space with more practical examples and some more detail about technique. With all of that said, it is still a very good introductory book on this subject....more info
  • The book was right on the dime compared to another book...
    This book was definitely helpful, since I work in the purchasing professional. In the profession you have to know when to be aggressive and when to back off shaded deals. This book read broaden my perspective when it comes to getting my organization the best deal for a reasonable price. Just recently I had to negotiate a bid for a couple million and some of the book points definitely kept me on the look out. In addition, the read made me aware of other points like; body languages. When in the past I never even consider observing what the seller was really telling me.

    I definitely agreed with one of your other reviewers that quoted "
    This 72-word paragraph is awkward. In reality, it is two run-on paragraphs. A better rewrite, using 43 words, could be:

    "Any method of negotiation may be fairly judged by six criteria:
    * Meets the legitimate interests of each side
    * Resolves conflicting interests fairly
    * Is durable
    * Takes community interests into account.
    * Is efficient.
    * Improves the relationship between the parties."

    The bullets points are easily defined and clear; where as the long complex paragraph makes it too wordy". In referencing to page 4, a fair deal for both parties are to come to a common place; a win - win both parties can live with in their decision. Before reading this book, I had just completed the "Foundation to Negotiation" and find that this book was right on the dime.
    ...more info
  • Managing Conflict using Getting to Yes, what a book!
    Few books stand up from the crowd when we talk about conflict and negotiation. This book does and it serves companies a great deal to make it a required reading for professionals. When I recommend this book to trainees in all my training seminars people think I am getting paid commission from the publisher :) hmmmmm may be I should. Combine this book with 48 laws of power and turn your engine of influence on. Add NLP on top of it and guarantee winning every reasonable deal.Conflict, Power and Influence is it !...more info
  • The content of this book is sound; however
    First, a testimonial. When I was three-quarters of the way through, I had a whammy of a week. On Monday I negotiated in a job interview, Tuesday I negotiated with my landlady, and Wednesday I negotiated with my manager over new job routines (the cause of my activities on Monday). I found the methods, strategies, approaches and techniques in the book IMMEDIATELY helpful in these situations.

    This is a helpful book, and groundbreaking. I say groundbreaking, because after the ground is broken, it needs to harrowed, hoed, watered, and planted. There is much work to do in this field.

    The book is wisely divided into two halves. The first half (parts I and II) is negotiation with friendlies, the second half (III-V) is for adversaries and potential friendlies. In some way, it may be better to read the second half first, where you have the techniques that break ground for the "real" negotiation.

    The content of this book is sound; however, there are deeper issues with prose and organization. I think the worst offender is this one paragraph:

    "Any method of negotiation may be fairly judged by three criteria: It should produce a wise agreement if agreement is possible. It should be efficient. And it should improve or at least not damage the relationship between the parties. (A wise agreement can be defined as one that meets the legitimate interests of each side to the extent possible, resolves conflicting interests fairly, is durable, and takes community interests into account.)" (p. 4)

    This 72-word paragraph is awkward. In reality, it is two run-on paragraphs. A better rewrite, using 43 words, could be:

    "Any method of negotiation may be fairly judged by six criteria:
    * Meets the legitimate interests of each side
    * Resolves conflicting interests fairly
    * Is durable
    * Takes community interests into account.
    * Is efficient.
    * Improves the relationship between the parties."

    The problem is that the phrase "wise agreement" is too big for a bullet point and too small to get the job done. Furthermore I dropped the qualifiers--it is understood that no agreement will be platonically perfect. "A living dog is better than a dead lion." (Ecclesiastes 9:4). Since discussion about wise agreements comes later on (83-85), the paragraph could also be rewritten with 39 words:

    "Negotiations should be wise. This involves meeting the legitimate interests of each side, resolving interests fairly, being durable, and considering community interests. Additionally, it should be efficient and it should improve (or at least not damage) the parties' relationship."

    Another drawback is repetition. Chapter 2 focuses on the people problem in negation, but in chapter 3, which deals with redefining interests, the authors say be hard on problem, soft on people. This material was already covered in the previous chapter, and is redundant.

    I don't think this is an editorial problem. Rather, it is one of conceptualization. I think it would be helpful to have a theoretician, logician, or a philosopher to go over the book, with the objective of reconstructing the book. The problem is in organizing the parts into a coherent whole. Right now, it is a semi-coherent hole....more info
  • better than expected
    this book was boring at first but the real meat is close to the end. I think this book not only be used on business but also with friends. I've tried using it to talk w/ people and it works. A good read and good asset!...more info
  • Refuse to react, instead sidestep their attack, deflect it against the problem
    Look behind their position on the problem at hand and address it. "why are you... Why do you feel a need to... What exactly are..." Don't defend, invite criticism abd advice. Ask what's wrong with... What concerns them. Recast personal attacks as an attack on the problem. What can we do now to reach an agreement as quickly as possible? Ask questions and pause. Use questions instead of statements. Statements generate resistance. Q's generate A's. Q's educate. SILENCE IS A GREAT WEAPON. Use it! If unreasonable propsal or an attack- the BEST THING is to sit and not say a thing. If Q'ed wait to answer people are uncomfortable in silence or ask for clarification, then wait. When you ask Q. pause. Silence is the best negotiating. ...more info
  • Getting to Yes
    This book work well with our class, stand alone I am not sure.
    It does walk you step-by-step on how to negotiate even every day things. ...more info
  • Critical & Fundamental Book on Negotiation
    The book, GETTING TO YES, by Roger Fisher and William Ury is perhaps the most important book on negotiation I have ever read. I have personally benefitted from this book simply because I am even more aware of the importance of preparation and identifying shared interests and taking advantage of them. Respect, always respect, the other person's interests. More importantly, know them well.

    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. Envision what a successful outcome would be from the negotiation prior to negotiation, then generate several possibilities of satisfying everyone's interests to obtain the goal.

    Specific Questions I had that were answered:
    a) When personally attacked, what to do?
    Control yourself, let the other side vent, then remain silent. Do not embarrass them, do not attack back.

    b) More on this concept of "interests?"
    First, find shared interests. Two, acknolwedge the other side's interests as a part of the whole system of negotiation. Share what your interests are pointedly, then provide your reasoning for reaching your proposal.

    c) If the other side is way more powerful?
    One must know her/his BATNA well. It is your Best Alternative to Negotiated Agreement (I think that is the correct acroynm). The better your BATNA is, the more power you have. If you have a very bad BATNA, you must realize that "how" you negotiate is extremely important. Your BATNA should be your measure against any proposal made by the other side. If your BATNA is better, then you obviously reject the proposal.

    d) What if the other side is choleric, tricky, and applies pressures to force me into agreement?
    You should first recognize the tactics being used. "Oh, this is the old good and bad cop routine." Then, expose it. Say, "excuse me, unless I am mistaken, you two are playing good cop and bad cop with me. Now, let's just focus on interests and reach a mutually satisfying agreement." If they put sun in your eyes, request to move. If your enviroment is hostile or discomforting, you have a right to request a change in setting. Most importantly, recognize them... do not be phased by them.

    e) I am powerful, they are weak. How should/can I exploit them?
    Resources do not make you a powerful negotiator. All the king's soldiers and all the king's men cannot make you a powerful negotiator, particularly if your socalled "power" will not impact the other side. It is best to focus on mutual interests and attempt to reach an agreement to satisfying them. Threating a person, mentioning your power will most-likely undermine your ability to reach agreement.

    In conclusion, this book can be a benefit for all people. Why? It shows you how to take into account other people's interests to satisfy your own. It is crucial for individuals to terminate the concept that to "win" in negotiations is to take advantage of other people. To succeed in negotiation, it is not about exploiting people but getting what you want. Essentially, satisfying your interests; this book can show you how.

    I hope the above was helpful,
    Clovis...more info
  • Concerned Objectivity vs. Positional Negotiations, and Ask "Because Why" & "Because Why"
    The very good point and theme of "Getting To Yes" is that it is better to start a negotiation objectively than to start one positionally. Anyone can negotiate positionally by just naming a price or stance and then hold a "take it, or leave it" posture. However, to have real meaningful negotiations and subsequent strong agreements/contracts, one needs to go the extra mile or put in the extra effort to discuss things objectively.

    While others report that there were not enough examples in the book or any psychological reasons why objective negotiation works over other techniques, I propose they missed the point in that objective review identifies the real issues that are to be or need to be overcome in the negotiation process. This is due to the fact that objective negotiations focus on the basic interests, mutually satisfying options, and most importantly the fair standards which to judge the ultimate strong agreement.

    With the objective approach, one is always asking "because why" to determine the standards and fairness behind what the other party is judging the negotiation from. Without the standard from which each party starts, it may be difficult to reach a strong agreement that will last over bumps in the road that may occur in the future. In addition, questions will tend to generate answers, whereas, statements tend to generate resistance of which you do not want.

    Other topics and techniques are discussed like, separate the people from the problem, focus on interests, create options, and others, but the big takeaway is objectivity should come from both sides. If done so, your agreements/contracts may have a better chance of lasting longer and repeat business may keep coming back....more info
  • Truly Indispensable
    Don't miss "Getting to Yes" or Fisher's newest book - "Beyond Reason"

    Getting to Yes is an incredible book. It should be required reading in every company. Advice such as "looking beneath positions to underlying interests" is practical and surprisingly useful. Roger Fisher just came out with a new book that is equally useful. The new book is "Beyond Reason: Using Emotions as You Negotiate." Get it. Its advice is simple and works. Any smart professional knows how important emotions are in negotiating, and Beyond Reason shows you how to use them effectively. These two books make a great pair and have gotten me better deals at work, and made life easier with my family, too....more info
  • Perhaps the best all purpose introductory book to negotiation
    This books is an excellent introduction to negotiation. It talks about negotiating in a principled way, but not in a weak way. When I was a director in business, I bought a copy for all of my managers and challenged them to operate this way. The advice is practical, the ideas well presented and the model something that has proven itself over time.

    While the concepts are simple, the application isn't. It takes awareness and emotional intelligence to do all of the things in this book well. However, the book raises awareness of what's really critical and in that sense it is invaluable. This is a business classic for good reason.

    I think the most important thing this book emphasizes is separating out the emotional factors from the substance of the negotation and working with them separately. While this may seem like common sense, a lot of people go forward with a negotiation without getting the emotional issues on the table and resolved first.

    I also found this book hard-hitting. There was a lot of good, well-organized information in a short space. If you don't want to become an expert at negotiation, but you are looking for something short with solid principles, this is your book. If you are looking for books on conflict resolution, there are better ones out there. If you click on my profile, I list some of them under a listmania list and have written reviews under each one. Perhaps one of these books would be better for your specific needs.

    I think it is useful to master the principles in this book so they can function as a roadmap to hang more complicated ideas on as your skills grow in this area. While the book doesn't address some of the more difficult or complicated areas of negotiation, it is a great concise introduction that will point you in the right direction for the challenges you are facing.

    I also like the strong emphasis on ethics in this book. I think it's a misconception that one needs to compromise principles to be a tough negotiator. This is certainly not true and this is a great book for people who don't want to win a particular negotiation at the expense of an important relationship. Therefore, it's also a nice roadmap for couple's, dealing with teenagers, etc.

    ...more info
  • Great Book, Horrid CD
    Painfully academic in it's delivery and the staged negotiation scenarios are stilted and slow.

    Book is a good read and offers some good approaches and negotiating techniques. The audio CD is dull and is an uninspired presentation of good material....more info
  • THE book on negotiating.... Filled with timeless principals and analysis
    I give this book an A+. I'm taking a class in global business for my MBA and this book was recommended by the professor off handedly. I picked up the audio book so I could cover the material in my car during my daily commute. Excellent coverage of a complex topic! I found a lot of similar concepts to that of Covey's 7 Habits.

    ...more info
  • Getting to Yes
    Excellent book - a must have for all those who attempt to reach agreements in some times difficult circumstances...more info
  • good book
    the book was assigned for my counseling and negotiations class. A lot of the things covered in the book were common sense things but the book was still helpful...more info
  • Interesting for everyone
    I am studying Negotiation at NYU, and the teacher told all of us to read this book. I had a good time. It's negotiation tactics apply to every situation in life, business and personal. Go for it!...more info
  • A great introduction
    An engaging introduction to some basic principles of interest-based negotiation. Readers who are not familiar with this type of negotiation will appreciate the authors' ability to explain it in an easy to understand manner. Those readers who want more details on how to actually identify people's interests will have to look elsewhere. ...more info
  • Good book
    I have also read (next to "you can negotiate anything') the second version of the above book written by Roger Fisher and William Ury. The ideas in this book are meant to show ?how to get what you are entitled to while still getting along with the other side.?
    The author focuses on four points. 1/ separate the people from the problem, then 2/ focus on interest and 3/ invent options and lastly 4/ insist on using objective criteria.
    In focusing on separating the people from the problem you should ask yourself ?Am I paying enough attention to the people problem?? The way through is thinking in three categories { perception, emotion and communication. Substantive issues and relationship are listed by the author .
    A working relationship where trust, understanding, respect and friendship are built up over time can make each new negotiation smoother and more efficient (as I experienced myself, with Schoenwald being the third hotel from which I have purchased china).
    To focus on the interest, you should focus on the human needs. ?If you want the other side to stimulate your interests, begin by demonstrating that you appreciate theirs? declare the authors, and suggest making a list of specifics interests.
    Identify interest by asking why and why not, and especially look for share interest.
    In understanding the interests of the other side well, you may invent ways of reconciling interests on the value of an ongoing relationship. However, you will always face the harsh reality of a conflict of interests.
    The key action for inventing options is brainstorming. The authors propose three steps fro creative options - brainstorming, during brainstorming and after brainstorming .You should generate many options before selecting among them. ?Invent first, decide later.?
    The other side is more likely to accept a solution if it seems the right thing to do in terms of being fair, legal, honorable and so forth (principled standards). Principled negotiations (based on objective criteria such as market value, precedent, efficiency, cost or tradition) produce wise agreements amicably and efficiently.
    On page thirteen the authors suggest how to switch from positional bargaining to principled negotiation in five steps.
    BATNA (Best Alternative To a Negotiated Agreement) is the only standard that protects you from accepting terms that are too unfavorable and from rejecting terms that would be in your interest. The BATNA has to be prepared carefully because the better the BATNA, the greater your power. Negotiations only make sense if you are likely to achieve better than your BATNA.
    The three-step process to develop the BATNA is: 1/ invent a list of actions to take if no agreement is reached, 2/ improve some of the most promising ideas and 3/ select the one alternative that seems best. This will not only enable you to decide the minimally acceptable agreement but will help you to raise the maximum.
    In the "ten questions people ask about Getting to Yes" (which are the main part of the review) the author provides answers about dealing with people, tactics, power and fairness and principled negotiation.
    The author's last suggestion is how to make best use of your potential power by using each source of power in harmony with others sources and not using the strongest power alone. To be more efficient as a negotiator you should believe in what you are saying and doing, so you are comfortable.

    ...more info
  • Qualified Outline of Negotiation Tactics
    Getting to Yes is a collection of practical negotiation tactics presented in a straightforward and effectual manner. The authors encompass many of the key factors required for any successful negotiation. Much of the advice stems from the notion that understanding the interests of all parties is decisive; and the book focuses primarily on the various aspects of this methodology.

    There are other books on the topic that incorporate a far more comprehensive examination, provide more samples, or even delve deeper into the psychology of persuasion; however, I have no doubt that if you are seeking to improve your negotiation abilities that this book will be a benefit to you.
    ...more info
    Ordered book because it was recommended reading before an important meeting. E-mailed seller twice to check on shipping. No response either time.
    Book was in okay condition, but more "yellow" around the edge than expected....more info
  • a good start for just about anyone
    you might be sitting in your chair and wondering, "isn't this just a book about stuff much larger than i," or "here we go again, andother yes you can book, when i don't feel like i can." Well, you'll be happy to note that this book, although telling more of the story of how some pretty influential negotiations were done, and are started, does give some "basics" for just about any kind of situation.. I for instance work in customer service, and have used the priniciples here to at least start from, for both customers, and management.. and they work.. mainly it shows how expanding your perspective and listening is better than being confrontational.. ...more info
  • Great
    Great seller. Provided me with necessary information: such as condition of book, and when i would recieve it....more info
  • Boring but Potentially Helpful Guide to Basic Negotiating
    If you are uncomfortable with your current negotiation technique and strategy and seek to improve it, this book will offer you great help. It is comprehensive and easy to read with lots of great examples. On the other hand, if you are comfortable with your current negotiation ability this book will seem repetitive and obvious. The authors make it clear that career negotiators who have read the book agree that it teaches them what they already know, but the negotiators also admonish the authors for outlining clearly and in laymen's terms "The Method" as they refer to it, even as a refresher. Note that this is not a sales strategy book that will help you get your way by any means, it is a book advocating healthy, relationship friendly negotiation....more info
  • More pie
    This book does a great job of helping the reader understand that rather than just focusing on getting the biggest piece of the pie, we should find ways to make the pie bigger. ...more info
  • Getting to yes
    Required reading in most negotiation classes I am told by my professor at UNH. I think it's an excellent book, we use two, this and "Bargaining for Advantage" by Richard Shell. I personally like the shell book better as it's more methodical which my brain processes more easily. Having said that, this book is also very good....more info
  • Getting To Yes - An Education In Negotiating Effectively
    There are many books, articles and seminars on effective negotiation. "Getting To Yes" is an easy read that lends itself to practical application in any form of negotiation. For the price of this book there is no better value for learning effective negotiating skills....more info
  • A Book Needed by Every Manager in Business
    As a corporate human resources director, I often find myself in the position of negotiator. This may be with unions, contractors, vendors or employees. After reading this book, I found that many of the `tips' actually work in the real world. Combined with the book by Jerry Spence How to Argue & Win Every Time: At Home, At Work, In Court, Everywhere, Everyday this book will have a very positive impact on your negotiating skills. Michael L Gooch, SPHR Author ofWingtips with Spurs...more info
  • Good book to gain knowledge on doing negotiation
    I wasn't about to read the book at all until my Proffesor demanded his students to do the assignment to read and write 10 great ideas about the containts of the book. I found a lot of examples the author uses to imply a negotiation in our life, and especially on business. I haven't finished reading it but planned to do it....more info
  • One of the best books ever written on negotiation
    This book changed the study and practice of negotiation since it was first published.

    It is one of the most important books on negotiation ever written.

    It is based on "interest based" negotiation and "expanding the pie" and then "dividing it". It is about cooperative negotiation and how this should be the default rule whenever possible.

    It is excellent and a must read for any student of negotiation....more info
  • The "classical of negotiation"
    When I first used the principle based negotiation I used it in B2B environment. Nowdays I use in internal negotiations. As companies devide themself for smaller bussines units the need for principle based negotiation is a must. So "Getting to Yes" is my favourite "classical" book on negotiation.

    Sandor Hder
    Hungary...more info
  • Fast
    This book arrived in less than a week and was in the condition advertised. I was satisfied with the transaction and would purchase from this seller again....more info
  • Getting to Yes
    An very good book detailing steps to take to effectively use interest-based bargaining strategies for your organization. This book is from the leading experts on this topic....more info
  • For the Person Who Wants to Expand The Pie of Negotiation Skills
    In the fields of negotiation and mediation, one small book has had a tremendous impact. Published in 1981, Roger Fisher and William Ury's book, Getting to Yes, introduced the concept of "principled" or "interest-based" bargaining. It is difficult to find a negotiation or mediation course that does not reference this landmark text. It is one of the most well-known works in negotiation literature and has been the focus of considerable commentary by legal scholars. Some of the book's strengths are its discussions on separating the people from the problem and focusing on interests, rather than positions. This book introduced the term BATNA, your Best Alternative To a Negotiated Agreement, the standard against which Fisher and Ury claim any proposed agreement should be measured. It make sense, because using your BATNA as a standard, you can protect yourself or your clients from accepting terms that are too unfavorable and from rejecting terms it would be in your interest to accept. The lessons on principled negotiation are well worth the short amount of time it will take to read this book.

    Principled negotiation, as espoused by Fisher and Ury, is an approach to bargaining that expands "the pie" rather than just dividing it as with distributive bargaining. Principled negotiation is the win-win approach that is also referred to as integrative bargaining. In contrast, distributive bargaining generally assumes a zero-sum position where plus one for me equals minus one for you. Both approaches, distributive and integrative have a place on the bargaining table. Having a clear understanding of both approaches enables an attorney to be more flexible when representing clients' interests in negotiations and mediations. It is not uncommon for a party to take an integrative approach at the outset of a negotiation and switch to distributive bargaining sometime during the process. This is usually when the interests are being explored early on, and then actual negotiations regarding money become the focus at the end. When dollars are being discussed, distributive bargaining is most common. Sometimes a party will take the distributive approach when the negotiations commence and then become more integrative when a deal or settlement is not reached with the competitive method. The successful attorney prepares for negotiations and considers which approach, or what combination of approaches, makes the most sense for the matter at hand.

    The classic example many mediation and negotiation trainers use to illustrate the differences between distributive and integrative bargaining comes from Getting to Yes and involves two sisters quarreling over a single orange. Each sister's position is she needs 100% of the orange. Using a distributive approach, for one sister to gain some of the orange, the other must lose. The mediator or negotiator using a distributive approach may come up with a solution as mom did when she entered the kitchen and found the two sisters arguing over who should have the orange. Wanting to be fair to both of her daughters, mom the mediator proposed this solution. One daughter would cut the orange in half and the other daughter would choose which half she would receive. Over all, this seems like a fair and reasonable solution, and in fact, this is how many disputes are resolved and how many negotiations play out. Each sister gets 50% of what they wanted. The result achieves fairness and arguably a win-win solution. But can we do better?

    Using Fisher and Ury's principled approach, the focus is shifted to the sisters' interests rather than their positions. This time, rather than just proposing a solution, mom the mediator seeks to understand and find out why each sister wants the orange. Mom discovers that one sister does not really even like oranges, but she wants to bake a Christmas cake which calls for the peels of one orange. The other girl wants to eat the fruit and plans to toss the peels into the garbage. Learning the interests of each person, rather than just knowing their positions, allows for creative and often much more satisfying results. By giving the peel to the first girl, and the fruit to her sister, each girl receives 100% of what she wanted for a truly win-win solution.

    If only all problems were that easy to solve! If they were, many of us would be out of jobs. Real problems are often much more complex, and very rarely can you get 100% for each party, but many times you can do better than 50/50. It takes some effort learning interest based principles and incorporating them into negotiations and a willingness to look beyond the distributive solutions and expand "the pie" based on parties' interests rather than positions, but the solutions and results obtained are well worth the time and effort.

    For the person who wants to expand "the pie" of negotiation skills to better serve clients, Getting to Yes is a quick read with useful insights and techniques. The book has been criticized as neglecting a significant part of the negotiation process (distributive bargaining) and oversimplifying many of the troublesome problems inherent in the art and practice of negotiation. Nonetheless, it contains useful techniques and valid criticism regarding negotiation and should be read by every practicing attorney, especially those involved with mediation. It is especially useful for those who tend to only negotiate with a distributional or distributive approach. I encourage everyone to read this small negotiating gem and incorporate the problem solving techniques in their negotiations and explore mutual profitable resolutions in their mediations.

    Reviewed by Alain Burrese, J.D., author, speaker
    Hard-Won Wisdom From The School of Hard Knocks, Hapkido Hoshinsul, Streetfighting Essentials, Hapkido Cane, and The Lock On Joint Locking series. Alain has also written numerous articles, including a column on Negotiation for The Montana Lawyer magazine.

    ...more info
  • Negotiation Classic
    This book on Negotiation is a great resource for those seeking to understand the negotiation process. It covers many of the fundamental skills and topics of negotiation. A must have for those who are exploring the topics for the frist time. ...more info
  • Get to yes without going to war
    1991 second edition, Penguin Books, 229 pages (of which 187 pages form the main body of the book).

    If you've read any of my other reviews, you won't be surprised to discover this is another of the twenty books recommended by Charlie Munger in the second edition of Poor Charlie's Almanack (the most useful book I've read).

    I have wanted to learn more about negotiation since last year, when I had particularly protracted and unpleasant negotiations over leaving my previous full time job. It was probably the most unpleasant time of my life, it went on for months and the return for that huge personal cost was very poor (for everyone except my lawyer, that is). My relations with all of the people at the firm were also destroyed by the time the mess finally ended. I figured there had to be a better way - and the sooner I learned it the better.

    Having a single book on the subject recommended by a very well read and extremely effective individual in his eighties like Munger was ideal. If there is a single, most useful text on negotiation, this should be it. Fortunately, even with such high expectations, I wasn't disappointed. I would include Getting to Yes amongst the top ten most useful books I have read.

    It makes an excellent companion volume to Karen Pryor's Don't Shoot the Dog, which I have just re-read. Getting to Yes tells you how to approach forming agreements between people (whether a divorce or simply which film to watch at the cinema this week). Don't Shoot the Dog shows you how to teach (whether animals, people or yourself) and learn. Between them they cover most of the important situations in which conflict is likely to occur.

    Their general approach is the same: that efforts to dominate or be combative are unnecessary and usually counter-productive. The most obvious specific similarity is their suggestion that one always try to look at the situation from the other side:

    "The ability to see the situation as the other side sees it, as difficult as it may be, is one of the most important skills a negotiator can possess."

    Many people (previously including myself) think that if one is not being `tough' then one is being weak. Both of these wonderfully humane books show clearly that this is not the case. You can be pleasant and understanding whilst still being tough (in the principled sense) and unyieldingly fair. What a relief to know that you can be both - and be more effective.

    I found Getting to Yes rather painful to read at times, as I kept comparing the advice and examples in the book with my own experiences of the previous year. Many times the authors advise acting in a certain way and warn what is likely to happen with other (more common) approaches. My book is littered with scribbled comments saying things like `oh dear - this is exactly what happened in my situation'.

    Most people view negotiation (I certainly did) as simply a choice between hard and soft positional bargaining. Fortunately it turns out that this view is wrong:

    "If you do not like the choice between hard and soft positional bargaining, you can change the game.
    The game of negotiation takes place at two levels. At one level, negotiation addresses the substance; at another it focuses - usually implicitly - on the procedure for dealing with the substance."

    This whole book is about how one changes the procedural game from positional bargaining to what the authors call `principled negotiation'. Principled negotiation involves attacking the problem independent of the people by focussing on interests rather than positions. By focussing on the interests - that literally must underlie all positions - the authors show that it is often possible to invent additional options that fulfil those interests better than the obvious initial positions. By insisting on the use of objective criteria, the authors also show how one can form wiser agreements and cope with intransigent positional bargainers (it becomes difficult to sustain arbitrary positions in the face of a negotiator who brings in objective, external standards to justify all of his suggestions).

    It is welcome to see that the authors realise their methods are no panacea. They understand that the best a method of negotiation can achieve is the wisest result possible for all parties, bearing in mind the situation and the people involved.

    I particularly liked the brevity and clear structure of Getting to Yes. There is a danger in `how to' books like this of being presented with so many individual pieces of advice that, whilst individually sensible, we find ourselves overwhelmed when we try to put them into practice. All the advice forms a sort of mental sludge from which little stands out.

    I noted with interest the authors mention in the preface that their editor reorganised the book and cut it in half: "To spare our readers, he had the good sense not to spare our feelings." I couldn't agree more and I`m very grateful to their (clearly first rate) editor. It reminds me of a comment Elmore Leonard made about his own books: "if it reads easy, it was because it was written hard". That's the way books should be. ...more info
  • One of the best books I have ever read on negotiation.
    If you want to improve your negoation skills, this book is is one of the best....more info
  • Simple negotiation tips for Win-Win outcomes
    If you have been wondering where to start, to develop skills on negotiations, this is a nice book to read.

    The authors bring out the merits of the principled negotiations over the traditional hard/soft negotiation techniques. The book recommends to focus on the people, their interests, available options and the standards in any negotiation. I liked the BATNA (Best Alternative To Negotiated Agreement) concept which can be applied to many real life negotiation situations.

    The content is short & sweet. This book is focussed on principled negotiations and doesn't deal with all the negotiation paradigms. I would consider this as a primer for negotiations. At the end, there are a few techniques suggested to handle people who play dirty tricks.

    You cannot learn to swim by reading a book. Similarly, you cannot be a negotiation expert overnight by just reading this book. You should perpetually apply the ideas. ...more info
  • The ultimate negotiator
    "Getting to Yes: Negotiating Agreement Without Giving In"
    by Roger Fisher, Bruce M. Patton, William L. Ury

    "Getting to Yes" is the benchmark by which all other books on negotiating should be judged. Authors Fisher, Patton and Ury have penned a book that has become a classic in its class as their negotiating principles have been used and quoted again and again the world over.

    "Getting to Yes" is quite deceptive at first - it seems a little light weight as it is so easy to read. In fact one could read it from cover to cover in half a day quite easily. Yet, the four principles outlined in their negotiating method whilst simple in nature are comprehensive and effective. This is one of the first books on negotiating to break away from the "hard v's soft" negotiating paradigm by introducing "principled" negotiating - ie. negotiating on the basis of both party's needs, not positions. Fisher et al, also cover very well the "What if" situations where the other party maybe more powerful, uses dirty tricks or won't play the game.

    This book should be essential reading for everyone who has to negotiate with someone else over reaching a decision - and isn't that all of us?

    Bob Selden, author of What To Do When You Become The Boss: How new managers become successful managers
    ...more info
  • Getting To Yes
    I had to listen to this for a class, pretty boring, said the same thing over and over. I guess I was waiting for something new and fresh, this was not it....more info