Getting to Yes: Negotiating Agreement Without Giving In

Getting to Yes: Negotiating Agreement Without Giving In
by Roger Fisher and William L. Ury

Negotiation is critical for purchasers and suppliers, and the two-million-copy bestseller Getting to Yes‘s straightforward guide for how to behave in negotiations — professionally and personally — still remains relevant today.

Paperback, 224pp

Penguin Group (USA), January 1991

ISBN-13: ISBN-13: 9780140157352

Barnes & Noble online price: $9.36

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SYNOPSIS

Getting to Yes 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 Harvard Negotiation Project, a group that deals continually with all levels of negotiations and conflict resolutions 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 opinions 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.

ANNOTATION
You’ve heard it all before: “Be positive, know what you want, invent options for mutual gain.” But have you developed a strategy? Originally written as negotiation tactics for lawyers, this book offers advice on getting what you want. It addresses issues such as what to accept from those you negotiate with and what to offer without giving up anything on your side.

ABOUT THE AUTHOR

Roger Fisher teaches negotiation at Harvard Law School, where he is Williston Professor of Law emeritus and director of the Harvard Negotiation Project. Raised in Illinois, he served in WWII with the U.S. Army Air Force, in Paris with the Marshall Plan, and in Washington D.C., with the Department of Justice. He consults widely with governments, corporations, and individuals through Conflict Management, Inc., and the Conflict Management Group of Cambridge, Massachusetts. A world-renowned negotiator, mediator and bestselling author, William Ury directs the Global Negotiation Project at Harvard University. Over the last thirty years he has helped millions of people, hundreds of organizations, and numerous countries at war reach satisfying agreements.