Getting to Yes: Negotiating Agreement Without Giving In

by Roger Fisher, William L. Ury, Bruce Patton

Overview

The key text on problem-solving negotiation-updated and revised

Getting to Yes has helped millions of people learn a better way to negotiate. One of the primary business texts of the modern era, it is based on the work of the Harvard Negotiation Project, a group that deals with all levels of negotiation and conflict resolution.

Getting to Yes offers a proven, step-by-step strategy for coming to mutually acceptable agreements in every sort of conflict. Thoroughly updated and revised, it offers readers a straight- forward, universally applicable method for negotiating personal and professional disputes without getting angry-or getting taken.

Product Details

ISBN-13:	9780143118756
Publisher:	Penguin Publishing Group
Publication date:	05/03/2011
Pages:	240
Sales rank:	9,739
Product dimensions:	5.00(w) x 7.70(h) x 0.58(d)
Age Range:	18 Years

About the Author

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.

Read an Excerpt

 Chapter 4: Invent Options for Mutual Gain
(Continues…)

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Excerpted from "Getting to Yes"
by .
Copyright © 2011 Roger Fisher.
Excerpted by permission of Penguin Publishing Group.
All rights reserved. No part of this excerpt may be reproduced or reprinted without permission in writing from the publisher.
Excerpts are provided by Dial-A-Book Inc. solely for the personal use of visitors to this web site.

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Table of Contents

Getting to Yes - Roger Fisher, William Ury, and Bruce Patton Preface Acknowledgments Introduction
I. The Problem
1. Don't Bargain Over Positions
II. The Method
2. Separate the PEOPLE from the Problem
3. Focus on INTERESTS, Not Positions
4. Invent OPTIONS for Mutual Gain
5. Insist on Using Objective CRITERIA
Yes, But...
6. What It They Are More Powerful? (Develop Your BATNA—Best Alternative to a Negotiated Agreement)
7. What If They Won't Play? (Use Negotiation Jujitsu)
8. What If They Use Dirty Tricks? (Taming the Hard Bargainer)
IV. In Conclusion
V. Ten Questions People Ask About Getting to Yes
Analytical Table of Contents A Note on the Harvard Negotiation Project Ten Questions People Ask About Getting to Yes Questions About Fairness and "Principled" Negotiation
Question 1: "Does positional bargaining ever make sense?"
Question 2: "What if the other side believes in a different standard of fairness?"
Question 3: "Should I be fair if I don't have to be?"
Questions About Dealing with People
Question 4: "What do I do if the people are the problem?"
Question 5: "Should I negotiate even with terrorists of someone like Hitler? When does it make sense not to negotiate?"
Question 6: "How should I adjust my negotiating approach to account for differences of personality, gender, culture, and so on?"
Questions About Tactics
Question 7: "How do I decide things like 'Where should we meet?' 'Who should make the first offer?' and 'How high should I start?'"
Question 8: "Concretely, how do I move from inventing options to making commitments?"
Question 9: "How do I try out these ideas without taking too much risk?"
Questions About Power
Question 10: "Can the way I negotiate really make a diference if the other side is more powerful?" And "How do I enhance my negotiating power?"

Editorial Reviews

This is by far the best thing I’ve ever read about negotiation.”
—John Kenneth Galbraith

“The authors have packed a lot of commonsensical observation and advice into a concise, clearly written little book.”
—Businessweek

“A coherent brief for ‘win-win’ negotiations.”
—Newsweek

“Getting to Yes has an unrivaled place in the literature of dispute resolution. No other book in the field comes close to its impact on the way practitioners, teachers, researchers, and the public approach negotiation.”
—National Institute for Dispute Resolution Forum

“Getting to Yes is a highly readable and practical primer on the fundamentals of negotiation. All of us, as negotiators dealing with personal, community, and business problems need to improve our skills in conflict resolution and agreement making. This concise volume is the best place to begin.”
—John T. Dunlop

“This splendid book will help turn adversarial battling into hardheaded problem solving.”
—Averell Harriman

“Getting to Yes is a highly readable, uncomplicated guide to resolving conflicts of every imaginable dimension. It teaches you how to win without compromising friendships. I wish I had written it!”
—Ann Landers

“Getting to Yes is powerful, incisive, persuasive. Not a bag of tricks but an overall approach. Perhaps the most useful book you will ever read!”
—Elliot Richardson

“Simple but powerful ideas that have already made a contribution at the international level are here made available to all. Excellent advice on how to approach a negotiating problem.”
—Cyrus Vance

From the Publisher