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Getting to Yes: How To Negotiate Agreement Without Giving In, by Roger Fisher
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Getting to Yes is a straightorward, 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 deal 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
- negotiate successfully with people who are more powerful, refuse to play by the rules, or resort to "dirty tricks"
- Sales Rank: #181176 in Books
- Brand: Fisher, Roger/ Ury, William/ Patton, Bruce/ Guyer, Murphy (NRT)
- Published on: 1987-01-01
- Released on: 1987-01-01
- Formats: Audiobook, CD, Unabridged
- Original language: English
- Number of items: 6
- Dimensions: 6.00" h x 6.00" w x 1.25" l, .50 pounds
- Running time: 21600 seconds
- Binding: Audio CD
Amazon.com Review
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
Review
"This is by far the best thing I've ever read about negotiation. It is equally relevant for the individual who would like to keep his friends, property, and income and the statesman who would like to keep the peace." -- John Kenneth Galbraith
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.
Most helpful customer reviews
133 of 137 people found the following review helpful.
Great Information, Could Use Better Layout
By Lisa Shea
The title of Fisher and Ury's book is Getting to Yes - Negotiating Agreement without Giving In. It's a case where the title clearly lays out what the book is about. In Getting to Yes the authors present, step by step, how to find your way to a win-win solution that helps meet your goals while at the same time preserving the relationship so that future negotiations also go smoothly.
This book was the assigned textbook for a college course I took on negotiation, but it's one of those fairly rare cases where the material that's useful for a college course is also immensely useful for off-the-street people in a variety of situations. This book avoids complicated jargon and long, droning background chapters. Instead, it plunges into helpful information to assist people in negotiating for a new car, negotiating issues with their landlords, and all the many ways we all negotiate for our position throughout life.
Negotiation isn't just for union leaders trying to avert a strike. All of us negotiate each day as we try to juggle our many roles. We negotiate with our co-workers over assignments. We negotiate with our family members over chores. In an ideal world all of those discussions would go quickly, smoothly, and with as little strife as possible.
Getting to Yes provided numerous helpful examples which made their points more easy to understand. It is so true that people tend to remember stories where they might not remember dry text. When I think about this book I do remember several of the stories clearly, and those help to represent the points the authors were making. The stories help remind me to focus on the issues when negotiating and to look for objective standards to work with.
The information presented is wonderful, and immediately useful in life.
On the down side, this is a new version of older material. The authors chose to keep the initial book in its original form and then add on additional information at the end. I appreciate for historical reasons why they wanted to do that. However, from a fresh reader point of view, I feel they should present an integrated whole which most clearly presents the full information. The way the book is laid out currently, you have to go back and forth to find all information on a given topic.
Also, the format is not laid out for easy reference. If they went more for a "dummies" style with an easy to scan layout, graphs and charts to quickly find and scan, and quick end-summaries, that would make this more useful as a reference book to keep on a shelf. Right now if I had an issue to handle it would be less than quick to grab the book and find the answer. I would have to wade through the book to figure out where to get the support I needed.
Still, I do recommend that everyone read this book at least once, to build their skills in negotiation. It's something we all have to do!
27 of 30 people found the following review helpful.
Great for beginners, but often impractical.
By T. Peavler
This book has been around for quite a while and is vaunted by many as THE book on negotiation. I, like many others, am unconvinced. If you have never negotiated anything in your life, this is the book for you. It's a great primer, but it's far from all-encompassing. The authors admit that it is not meant to cover everything, though. It teaches what's known as "principled negotiation," which is a non-adversarial style. It's particularly useful for business deals and personal conflicts, since it emphasizes mutual problem solving and de-emphasizes taking positions, thus allowing everyone to "win."
On the other hand, anyone who has successfully negotiated even the most minor of deals (i.e. haggling), won't find this as useful. In order to be effective, you have to convince all parties to accept the premise of principled negotiation. If they don't the whole system falls apart. Furthermore, if you are in an adversarial proceeding (lawsuit, arbitration, etc.), this is fairly useless. In those proceedings, the other party either doesn't care whether you "win" or actively wants you to lose. If you come up against a manipulator, the practices in this book will prove to be more hindrance than help. I had to read this as part of a law school class. To put it mildly, other aspects of the class were far more useful than this book.
Bottom Line: a good starting point. Just don't make it a stopping point.
2 of 2 people found the following review helpful.
Valuable resource for personal and professional negotation. I've used it for more than 30 years.
By BKW
I first read this in 1983, when my husband was in his first year of law school. I've remembered over the years and tried to apply some of the principles that i learned in my personal and professional life. I recently attended some professional (non-legal) training, and one of the facilitators was a lawyer who led a discussion about how to negotiate when there is disagreement. As he spoke, I recognized the principles as the same ones I'd read in Getting to Yes so long ago. At the end of his presentation, he referred to this book. I decided to buy a new copy and read it again. It has been updated, and the new material is a great addition. Still a very handy tool for personal or professional negotiation.
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