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Getting To Yes: Negotiating Agreement Without Giving In; Second Edition

Average rating: 4/5

Based on 29 ratings

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Getting To Yes: Negotiating Agreement Without Giving In; Second Edition

by Roger Fisher, William L. Ury
Editor: Bruce Patton

Penguin Group USA, Inc | December 1, 1991 | Trade Paperback

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."
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This item is found in: Communication, Negotiating

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Reviews

    • Was this review
      helpful to you?

    Rating: 5/5

    Absoolutely great!

    Joan O'Callaghan

    3 years ago

    This is my third copy of "Getting to Yes" because I loan it out so often and sometimes it does not find it's way back. If you are a human resources practitioner, this book is a must have. It lays out in clear straight forward language how to resolve issues in a way that leaves the parties involved feeling they have brokered the fix. Getting to Yes is about fighting fair and negotiating in a principled way. If you are a parent, spouse, brother, sister etc.it will also work for you. A lot of strife in relationships could be avoided by using the principles and approaches articulated in this book. I have read it from cover to cover on a number of occasions and continue to reference it as issues arise.

    • Was this review
      helpful to you?

    Rating: 3/5

    A good and usefull book, but why is it that long?

    Denis Alexeev

    4 years ago

    The audio book comes on 6 CDs. All this info could easily fit into just 2 CDs or maybe even less. That feel that the book is... may I use the word "diluted"?

    The example conversations are very good, but why are there just a few of them?!!!
    Many topics are covered as a high level overview. In my opinion, in such book authors should pay more attentions to details on how to lead a conversation and less - to the general concepts.

    I definitely recommend this book to those for whom negotiations are a part of their job. It might be useful for others, but do not be surprised if you find that 75% is nothing else, but just common sense and you already know it.

    Do not get me wrong. 25% is not bad. I do not feel sorry for buying and listening to this book and I would do it again. It does not deserve A mark, but deserves B.

    • Was this review
      helpful to you?
    Kirill

    Rating: 4/5

    Nice book, but....

    Kirill

    7 years ago

    would be much better to see more applications to what was duscussed

    • Was this review
      helpful to you?
    Adil Arman

    Rating: 5/5

    Student

    Adil Arman

    13 years ago

    Let me first salute the authors, Roger Fisher & William Ury. Excellent, job well done. If I could, I would make this book a core course in all high schools or post secondary schools. This masterpiece has something to offer for everybody, from head of a state to a student in a junior high school. Adil Arman

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From Our Editors

Sick of having to compromise so much that you virtually lose everything you hope to gain? Learn how to negotiate without actually giving any of the ground you're standing on. Getting to Yes is an easy-to-follow guide to getting what you want without making enemies along the way. Roger Fisher and William L. Ury, both Harvard negotiation professors, walk you, step by step, through proven strategies that will ensure your agreements are beneficial to you. You don't have to be nasty to achieve your goals, but it doesn't hurt to be a little crafty.

From the Publisher

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."

About the Author

Roger Fisher is the Samuel Williston Professor of Law Emeritus, Director of the Harvard Negotiation Project, and the founder of two consulting organizations devoted to strategic advice and negotiation training.

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.

Bruce Patton works at the Harvard Negotiation Project.

Edition Details

Revised

Trade Paperback

224 Pages, 5.12 x 7.9 x 0.62 IN

December 1, 1991

Penguin Group USA, Inc


0140157352
9780140157352

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