book data
1,304 ratings,
3.59
average rating, 203 reviews
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published
July 1992
by Random House Business Books
(first published 1981)
details
Paperback, 208 pages
isbn
071265528X
(isbn13: 9780712655286)
description
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 ne…more
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avg 3.59
editions: all | this edition
editions: all | this edition
“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 o...more
“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 o...more
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Read in January, 1995
recommends it for:
everyone
I’ve known high ranking executives whose concept of negotiation contains a good measure of intimidation. They view negotiating much like sumo wrestling—the last man standing in the ring wins, and winning is largely a matter of using one’s weight and muscle to dominate. They need this book.
Fisher and Ury provide a structure and a rationale that can improve the reader’s negotiations and make them more pleasant and productive at the same time. The pleasantness comes from the res...more
Fisher and Ury provide a structure and a rationale that can improve the reader’s negotiations and make them more pleasant and productive at the same time. The pleasantness comes from the res...more
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Read in March, 2010
My take-away from this book is spelled out well by the authors:
* Separate the people from the problem. Be hard on the problem, soft on the people. Don't damage the relationship if you don't have to.
* Focus on interests, not positions. If you are given positions, try to find the interests behind them. This takes research and creativity.
* Brainstorm creative solutions. Use objective criteria to decide among them, based on the interests that will be served. Use your best alt...more
* Separate the people from the problem. Be hard on the problem, soft on the people. Don't damage the relationship if you don't have to.
* Focus on interests, not positions. If you are given positions, try to find the interests behind them. This takes research and creativity.
* Brainstorm creative solutions. Use objective criteria to decide among them, based on the interests that will be served. Use your best alt...more
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Read in October, 2009
Good for what it was designed for. Negotiation was something I had to learn growing up in a family of 7 siblings. I was surprised to find that I already regularly employ most of the suggested techniques though they were able to help me better understand them. Overall the book was helpful. I think the main push of the book is 1) separate people from issues 2)Don't limit your options there are always creative ways to compromise and still make a win win situation, if you haven't come up with one...more
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3 comments
Read in June, 2009
I felt like I already knew a lot of the principles in this book (although there were some gems that I hadn't ever thought about). But it's a good reminder for things I already knew but have forgotten to use. I also really liked the way the authors organized the principles into basic steps you can remember and utilize in all kinds of situations. I liked the fact that everything they talked about fell in line with my own set of values/standards.
Also, the information in this book can...more
Also, the information in this book can...more
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Read in August, 2009
This is a great book that explains the power of good negotiating and teaches how to focus on principle-centered negotiating. The method includes four main principles: separating the people from the problem, focusing on interests and not positions, inventing options for mutual gain, and insisting on using objective criteria. One key that I learned is that you will end up better off after a negotiation if you have a good BATNA ("best alternative to a negotiated agreement") and know wh...more
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Read in September, 2008
recommends it for:
people engaged in negotiations
This book describes the philosophy of principled negotiation. The objective is to get people away from adversarial, positional bargaining. The book was relatively readable and provided good examples of the various techniques. The sections detailing the rules for brainstorming and the recommendations for working with common tricks negotiators use seemed particularly useful. The "Analytical" table of contents in the back is also much more useful than the one up front. The most notab...more
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Buku ini buku bagus, berisikan tips dalam berunding. Ditulis oleh tim dari Harvard University yang banyak bergelut dalam masalah perundingan. Latar belakang mereka yang sarjana hukum membuat persoalan perundingan itu menjadi semakin menarik. Perundingan sendiri masih diandaikan dalam sebuah win-win solution, namun tentunya adalah bagaimana memenangkannya lebih ke pihak perunding dibandingkan lawan.
Sebagus itu isinya, namun pada waktu saya membelinya serasa saya jauh dari tips yang ad...more
Sebagus itu isinya, namun pada waktu saya membelinya serasa saya jauh dari tips yang ad...more
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Read in February, 2009
This book just makes sense. Its examples of mostly business and real-estate negotiations were less helpful in the context of the class "Conflict in the Congregation," but it's a fantastic introduction to thinking outside of the box when dealing with conflicts or negotiations, and also to work from interests and not positions. I recommend this book in general for anyone going into a negotiation situation. Really. It's not black and white or win/lose. There are other, less stressful...more
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Read in December, 2008
Read this book in preparation for an upcoming Negotiations class. While I guess the theories and techniques are sound, I still had a hard time getting into the material. Given the authors' backgrounds, a fair amount of examples focus on International Negitiations. Unless the average reader is planning on brokering a peace deal between the Israelis and Palestinians or Sunni and Shia, this book would have been better served with more "real world" application examples.
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Seriously, everyone should read this book! I only gave it 4 stars because when I compared it to my 5 star books, I decided that a self-help type book just can't quite compare. But for this type of book, I'd definitely give it 5 stars! This book teaches how to engage in principled negotiation. An absolute must for anyone who tends to dread negotiating or gives up too much too easily. Read it. You won't regret it.
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I can totally see using some of these strategies on my kids when they hit the teenage years. Biggest help in dealing with people: let them vent, even if there's a lot of mean stuff targeted at you. People then feel like they've been heard. Then restate what they said so they feel like you understand. I'm totally going to use this on my teenagers, then lay down the basic standards I think are fair. Ha!
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Read in December, 2008
I admit, I'm not usually a fan of this style of self help book. But, I had to read it for a conflict resolution class, so I did.
I actually found it quite helpful, so I'd recommend it to anyone interested in negotiating better. The concepts are pretty straightforward and easy to remember, and I've already used them to good effect.
Note: I read this book in audiobook format from audible.com.
I actually found it quite helpful, so I'd recommend it to anyone interested in negotiating better. The concepts are pretty straightforward and easy to remember, and I've already used them to good effect.
Note: I read this book in audiobook format from audible.com.
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Read in January, 2010
The bible of modern, *productive* negotiations. It's a subject I think everyone should get more comfortable with, and it was used in a weekend-long negotiation skills course I just took.
The book focuses on interest-based negotiations (the Why behind requests)instead of positional bargaining (the classic low-ball/high-ball starting points that are arbitrary and are more ego-based than grounded in reason). It helps guarantee that relationships are preserved and that everyone walks awa...more
The book focuses on interest-based negotiations (the Why behind requests)instead of positional bargaining (the classic low-ball/high-ball starting points that are arbitrary and are more ego-based than grounded in reason). It helps guarantee that relationships are preserved and that everyone walks awa...more
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Read in December, 2009
The best book and most helpful resource I've found so far about dealing with conflict (and difficult people). I was I had read it years ago!
I would recommend it for anyone who deals with people, whether they're customers, coworkers, or volunteers.
I borrowed it from the library but am going to buy my own copy. It definitely deserves several more reads!
I would recommend it for anyone who deals with people, whether they're customers, coworkers, or volunteers.
I borrowed it from the library but am going to buy my own copy. It definitely deserves several more reads!
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Read in January, 1998
Fairly good as a basic primer on negotiations. You really can't expect earth-shattering improvement in your negotiating skills just from reading it. But on the other hand the basic concepts make sense and can be useful if you practice a lot. They at least seem to work in a controlled environment of B-school simulation games.
I wish two areas were addressed more in-depth:
1) ways to find other party's interests. This can be as easy as disclosing yours and asking them about theirs,...more
I wish two areas were addressed more in-depth:
1) ways to find other party's interests. This can be as easy as disclosing yours and asking them about theirs,...more
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Read in January, 2010
Worth reading/skimming. I would not buy this if you can avoid it. I would be shocked if your library doesn't have this.
Basic guide to how to negotiate. My boss gave it to me to read for some reason after I indicated that I couldn't get anyone to agree with me even though I am always right. Hopefully this book will help.
Basic guide to how to negotiate. My boss gave it to me to read for some reason after I indicated that I couldn't get anyone to agree with me even though I am always right. Hopefully this book will help.
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Read in May, 2009
read for my work...weakness is it assumes you can always find a win-win solution to every problem and I would say yes to that, except where people are involved...which is to say all of the time. However, focussing on the interests of each party is a better approach to negotiation than positional bargaining.
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Read in February, 2000
This book was an essential part of my work-life development. I knew that an equitable solution is available to us in nearly any difficult situation, but I didn't know how to get there. This book shows the steps and how to engage the other, whether or not they begin with my premise (we can all win!) or not.
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I learned a lot from this book! It is sort of like a self-help book but it doesn't create complexes in the reader or diagnose the reader's personal failings (such that the self-help author can then provide solutions). Rather, it is simple and kind of stupid, and totally right on!
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