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Getting to Yes: Negotiating an Agreement Without Giving In

by Roger Fisher, William Ury, Bruce Patton

3.87 · Rating Details · 35,467 Ratings · 935 Reviews

Since its original publication nearly thirty years ago, 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 ...more

Paperback, Second Edition, 224 pages

Published December 1st 1991 by Penguin Books (first published 1981)

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Community Reviews

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Aug 04, 2008 Bob Selden rated it it was amazing

“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 outlined in their negotiat ...more

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Sep 24, 2012 Dolly rated it liked it · review of another edition

Recommends it for: negotiators

Shelves: nonfiction, religion-philosophy, ireland-irish, africa, iraq, vietnam, japan, india, jewish-israel, military, south-central-america, russia, english, egyptian, other-usa, iran-persia, czech-republic, poland, germany, arabic-arabia, library, ocean-seashore, washington-dc, pakistan, 2012

I attended a class on International Negotiations at the Foreign Service Institute this week and we were assigned this book to read for the class. I thought the book was rather straightforward and I liked the anecdotes. Overall, I think it was a good selection for our class and helped to emphasize the points being taught. I doubt I will become a master negotiator, but I do see benefits from this book and class in my personal life.

Some of the lessons I learned in class include the following:

"Peop I attended a class on International Negotiations at the Foreign Service Institute this week and we were assigned this book to read for the class. I thought the book was rather straightforward and I liked the anecdotes. Overall, I think it was a good selection for our class and helped to emphasize the points being taught. I doubt I will become a master negotiator, but I do see benefits from this book and class in my personal life.

Some of the lessons I learned in class include the following:

"People won't let you change their mind unless they trust you." Thomas Colosi

"Treat every meeting as a negotiation." Thomas Colosi

"People who only use the formal negotiation process will not often be very successful." Thomas Colosi

"First rule of negotiating: Be nice." Carmen Suro-Bredie

interesting quotes from the book:

"A generation ago, the term 'negotiation' also had an adversarial conotation. In contemplating a negotiation, the common question in people's minds was 'Who is going to win and who is going to lose?' To reach an agreement someone had to 'give in.' It was not a pleasant prospect. The idea that both sides could benefit, that both could 'win,' was foreign to many of us. Now it is increasingly recognized that there are cooperative ways of negotiating over differences and that even if a 'win-win' solution cannot be found, a wise agreement can still often be reached that is better for both sides than the alternative." (p. xii)

"In a negotiation, particularly in a bitter dispute, feelings may be more important than talk." (p. 31)

"An apology may be one of the least costly and most rewarding investments you can make." (p. 35)

"No matter how many people are involved in a negotiation, important decisions are typically made when no more than two people are in the room." (p. 38)

"If you want someone to listen and understand your reasoning, give your interests and reasoning first and your conclusions or proposals later." (p. 54)

"Few things facilitate a decision as much as precedent." (p. 80)

"In short, the approach is commit yourself to reaching a solution based on principle, not pressure. Concentrate on the merits of the problem, not the mettle of the parties. Be open to reason, but closed to threats." (p. 84)

"Some of the most effective negotiating you will ever do is when you are not talking." (p. 114)

"Some parties locked into adversarial ruts seem unable to consider alternative approaches until they reach the brink of mutual annihilation, and some not even then." (p. 155)

"Before you even begin to negotiate, it makes sense to envision what a successful agreement might look like." (p. 175) ...more

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Jan 21, 2013 Roberto Suarez rated it really liked it

After reading "Getting to Yes", I realized the "bottom line" to negotiation is not the most effective approach to get to what everyone wants and its not to see the negotiation game as a win/lose experience, but a way to develop relationships. Similar to playing frisbee and the relationship of marriage, there are scenarios that have no place for win/lose negotiations because ultimately they will all end with lose/lose results. Individuals should focus, "To be better, the process must, of course, ...more

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Jul 29, 2011 Mike rated it it was amazing

This book was recommended to me by about a dozen friends, colleagues, and professors before I finally decided to read it. Getting to Yes was a good mix between text book technique and anecdotal evidence in negotiations. It taught me to separate the people from the problem and to strive toward common interests to create a win-win relationship instead of playing a game of positioning for a win-lose scenario. I definitely recommend it to anyone who works for a living, anyone who pays rent or a mort ...more

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Jul 25, 2015 Fiona rated it really liked it · review of another edition

Shelves: i-also-read-nonfiction-occasionally, read-in-2015, protodidact, work-not-teaching

Bad news, everybody: I've turned into a bore. You can tell, because on my first weekend of No Work At All in about six weeks, here I am, reading a guide to negotiation, cover to cover. It's official: I now do CPD for fun. Would you want to talk to me at a party? I wouldn't.

Which is kind of a shame, because this is pretty good. Full of excellent advice, useful scripts and contingency plans. Anecdotes from everything between lease negotiations and the preparatory talks for the Law of the Sea Conve ...more

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Jun 17, 2012 Chad Warner rated it really liked it

Shelves: self-help, non-fiction, business, psychology

This book is a very useful and detailed guide to negotiating for mutual gain. It’s a mix of theory, application, and examples. The advice is realistic; it says to be optimistic but aware of your limits. As a freelance web designer (OptimWise), I negotiate in sales and client relations. I’ve seen this book mentioned in magazines like Inc. and Entrepreneur, and a few business and sales books. I finally decided to read it when it was recommended on This Week in Web Design.

Main ideas
• Understand em ...more

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Feb 06, 2016 Федор Кривов rated it it was amazing · review of another edition

Есть третий путь ведения переговоров, предусматривающий позицию, основанную не на слабости или твердости, а скорее объединяющий и то и другое. Метод принципиальных переговоров, разработанный в рамках Гарвардского проекта по переговорам, состоит в том, чтобы решать проблемы на основе их качественных свойств, т. е. исходя из сути дела, а не торговаться по поводу того, на что может пойти или нет каждая из сторон. Этот метод предполагает, что вы стремитесь найти взаимную выгоду там, где только возмо Есть третий путь ведения переговоров, предусматривающий позицию, основанную не на слабости или твердости, а скорее объединяющий и то и другое. Метод принципиальных переговоров, разработанный в рамках Гарвардского проекта по переговорам, состоит в том, чтобы решать проблемы на основе их качественных свойств, т. е. исходя из сути дела, а не торговаться по поводу того, на что может пойти или нет каждая из сторон. Этот метод предполагает, что вы стремитесь найти взаимную выгоду там, где только возможно, а там, где ваши интересы не совпадают, следует настаивать на таком результате, который был бы обоснован какими-то справедливыми нормами независимо от воли каждой из сторон. Метод принципиальных переговоров означает жесткий подход к рассмотрению существа дела, но предусматривает мягкий подход к отношениям между участниками переговоров. Он не прибегает к трюкам и не использует фактор положения. Принципиальные переговоры показывают, как достичь того, что вам полагается по праву, и остаться при этом в рамках приличий. Этот метод дает вам возможность быть справедливым, одновременно предохраняя от тех, кто мог бы воспользоваться вашей честностью. ...more

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Sep 13, 2014 Trevor rated it liked it

Shelves: psychology

I read this book years and years ago and then, recently, I was helping to write an article on Asia literacy and how this is treated in the Australian media and one of the things that struck me was how much was written about how Australia would benefit economically from a booming Asia, but how little was written about how Asia might benefit from having a relationship with Australia. One of the things this book tells you over and over again is that to really negotiate you need to spend at least as I read this book years and years ago and then, recently, I was helping to write an article on Asia literacy and how this is treated in the Australian media and one of the things that struck me was how much was written about how Australia would benefit economically from a booming Asia, but how little was written about how Asia might benefit from having a relationship with Australia. One of the things this book tells you over and over again is that to really negotiate you need to spend at least as much time thinking about ‘their’ position as you do thinking about ‘yours’. There is a lot of this that is really worthwhile. It is written as a kind of self-help book – and I mean that negatively, but it was a choice they made and so you have to accept that, in a sense. One of the best pieces of advice in this is that if you are going to negotiate ethically, you need to focus on ‘reasons’. That is, try to keep the discussion on why something is fair or what other people have done which can be used as a standard for negotiations.

Now, I found this book hard going this time. Mostly because I worked as a negotiator for a trade union full time for 8 years and as a senior delegate for 20 and this brought back far too many bad memories. And while I really do understand that the techniques discussed here are very useful, there actually are times when there are no objective measures by which to conduct negotiations. This is particularly true when you are trying to negotiate for ‘better’ conditions and wages. Then references to what has gone before and what is consistent with that simply tie the negotiations down and mean you can never expect any better - which is precisely why management seek to use that as a technique. At one of the last negotiations I was involved in the 'gold standard' that was offered was economists perception of the likely rate of inflation in 12 months to two years from the time of the negotiation. This was 2009 - immediately after virtually not a single economist had predicted the GFC. Finding 'gold standards' with this stuff sometimes can be a real challenge.

But, that said, you probably aren’t going to really be doing industrial negotiations, you are much more likely to be doing negotiations involving spouses or kids or your local mechanic. And the techniques used here for framing the negotiations and for teaching you ways to remain calm are really, really useful.

All the same, the self-help book style of this one is a bit hard to take. So this is basically some really good advice said in just about the worst way possible.
...more

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Dec 31, 2011 Tamara rated it it was amazing

Shelves: non-fiction, being-human

Eye-opening. Now, how do I rewrite all of my bad habits to take advantage of the knowledge in this book...?

Could help provide a foundation for the upcoming website redesign discussions.

Favorite Tips

Separate the people from the problem.
Focus on interests, not positions.
Generate a variety of possibilities before deciding what to do.
Insist that the result be based on some objective standard.

Where perceptions are inaccurate, you can look for ways to educate. If emotions run high, you can find w ...more

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Aug 26, 2012 Mike Fox rated it did not like it

I read this after my boss sent me a copy indicating that the strategies contained within the book were quite valuable. I was aware that the book existed and of the concept of soft positional bargaining so I thought I'd check it out. What a load of crap. The book might be useful for politicians or other criminal enterprises but their examples of people engaging in soft positional bargaining didn't even sound like human beings but more like robots on Prozac. On top of that there were strong intone ...more

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Apr 25, 2016 Kirtida Gautam rated it it was amazing · review of another edition

Shelves: self-help, yin-yang

I am researching for the Book 3 Yin Yang which is all about power, politics, and social influence. Therefore Getting to Yes was in my To-Read list for quite sometime now. But as I am preparing for an important upcoming negotiation, I decided to read it urgently and finished in 5 days. (which was not difficult considering it's one of the most interesting books I have read this year)

It's a must-read, and I mean MUST-READ book for any person who is dealing with any kind of negotiation-- which mean ...more

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Sep 07, 2014 Sunny rated it it was amazing

Shelves: business-literature

A excellent book about negotiation. There were 4 key rules of negotiaton that I remembered from this:
1. Separating People and Issues - Fisher and Ury's first principle is to separate the people from the issues. People tend to become personally involved with the issues and with their side's positions. And so they will tend to take responses to those issues and positions as personal attacks. Separating the people from the issues allows the parties to address the issues without damaging their relat ...more

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Aug 03, 2010 Taka rated it really liked it · review of another edition

Shelves: other, japan_jul07-aug11, 2-nonfiction-you-must-read

Excellent Framework--

The framework of what the authors call "principled negotiation" is pretty much the same as the framework of "crucial conversations." It also meshes well with Dale Carnegie's framework of winning friends and influencing people and to some extent, Manuel J. Smith's Here Be Dragons and Stephen Covey's The Seven Habits of Highly Effective People.

It lays out a practical approach to negotiation based on independent standards of fairness. And to do this, you need to separate the pe ...more

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Jul 30, 2016 Charlene Lewis- Estornell rated it really liked it

Shelves: decision-making

I was shocked to see that this was first written in 1991. Not only is it relevant today, it is a far more balanced and fair approach to negotiating. No sensationalism. Simply good advice about how to think and talk to others when trying to compromise.

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Jun 03, 2007 Peep Laja rated it it was amazing

Recommends it for: people that want to improve on their negotiation skills

This is a book about negotiations. We negotiate almost every day, whether its about the idea you came up with at work, which movie to see in the cinema or convincing somebody to do something. For those who want deeper insights into the art of principal based negotiations, this is a gem. I have used the knowledge I gained consciously so many times. I often in the middle of negotiations find myself thinking of the principals I learned, and have used them very successfully. There is no need to wast ...more

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Jul 19, 2016 Emily rated it really liked it

I don't know why I thought this was a book about sales techniques; it's actually a book about negotiation skills, and in particular what the author calls principled negotiation (considering the interests of both parties) as opposed to positional negotiation (taking positions). Although it wasn't what I was expecting, it's a very interesting book, clearly explaining the weakness of positional negotiation and how to change the discussion to a more productive examination of all parties' interests.

T ...more

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Jun 03, 2016 Andrew Garvin rated it it was amazing

I am a national debate champion. When new acquaintances learn this, I hear, 'You must be really argumentative' or, 'I'll make sure to avoid debating you then.' The pervasive view that debate engenders an adversarial mentality is false. Especially at the top tier of the activity. Top debaters share what otherwise is considered a cooperative skill: They listen well and understand the best arguments of the opposition. The elite also adapt and appeal to the judge's individual preferences. Empathy, n ...more

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Jul 23, 2016 Hall's Bookshop rated it liked it · review of another edition

Shelves: lucas

This is an acknowledged classic in the literature of negotiation, though I am grateful that I read it on a Kindle, as being forced to see the title every time I picked it up to read it would, frankly, have been unbearable. It draws on a range of situations, backgrounds, and environments for its examples, meaning that it is more useful than its "Do YOU want to be a business executive?"-style title would suggest. For instance, one touchstone case is the United Nations Convention on the Law of the ...more

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Sep 07, 2015 Leona rated it it was amazing

Shelves: leadership, business

Everything in life, can be a negotiation. This book gives a powerful lesson on staying focused on the issues rather than the positions.

Recommended for everyone. Easy to read.

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Mar 28, 2016 Volodymyr Dehtyarov rated it it was amazing

Отличная книга от создателей Гарвардского переговорного проекта. Вместо рецензии расскажу историю из жизни: Ресепшен отеля в Египте. Заселяется наша группа, старший группы нависает на Хамида, главного распределителя номеров, выбивая номера с видом на море вместо "стандарт". Понимаю, что начинается обычный "танец" - дать номер похуже, дождаться возвращения возмущенного клиента, предложить доплатить за номер получше. Подхожу в разгар дискуссии на повышенных тонах.
- Привет, вас как зовут?
- Хамид
- Х ...more

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Jan 25, 2016 Sujata Sahni added it · review of another edition

How important is it to you to resolve conflicts and get a win-win situation? How important is it to you to mantain a good working relationship inspite of differences?

An American father and son were playing Frisbie in Hyde Park back in 1964 and after being the centre of attention for a couple of hours, an Englishman finally approached them and asked them " Sorry to bother you, have been watching you for a quarter of an hour. Who's winning?" When it comes to negotiations, "who's winning" is an in How important is it to you to resolve conflicts and get a win-win situation? How important is it to you to mantain a good working relationship inspite of differences?

An American father and son were playing Frisbie in Hyde Park back in 1964 and after being the centre of attention for a couple of hours, an Englishman finally approached them and asked them " Sorry to bother you, have been watching you for a quarter of an hour. Who's winning?" When it comes to negotiations, "who's winning" is an inappropriate question to ask and you have lost the more important negotiation - The one about what kind of game to play, about the way you deal with each other and your shared and differing interests. So how do you win the important game?

The book covers the topic in fair amount of detail. It highlights the fact that bargaining over positions is inefficient, endangers ongoing relationships and hence it is extremely important to separate the people from the problem as negotiators are people first. Important to put yourself in their shoes and not a good idea to deduce their intentions from your problems.

Focus on interests and not on positions. By acknowledging their interests as part of the problem it makes the other person more comfortable that you understand their point of view. The most powerful interests are basic human needs and once you realise their interests, it becomes easier to make your interests come alive.

Invent options for mutual gain, do not make premature judgements, search for a single answer or think that "solving their problem is their problem". Brainstorming with the person helps to broaden the options and makes them equally considerate and you can insist on using objective criteria.

Develop your best alternative to a negotiated agreement and consider the other sides BATNA as well. Do not get into negotiation jujitsu or try to attack their position as that would only make them defensive. Incase the other party uses dirty tricks like deliberate deception, psychological warfare or positional pressure tactics, don't be a victim and give in. The take it or leave it philosophy only leads to a win-lose situation. ...more

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Jan 13, 2016 Jacob rated it really liked it · review of another edition

Shelves: nonfiction, psychology, economics, classic, business, from_library

This book is pretty straightforward, and seems a bit plain -- I don't know whether that is because it's such a classic it's permeated our culture, or because I've already read a couple of books on negotiating (Secrets of Power Negotiating: Inside Secrets from a Master Negotiator and 3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals) or maybe it really is written plainly. I think it's as solid advice as you can get without actual negotiating experience or practice.

Th ...more

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Mar 28, 2016 lavinia rated it it was ok · review of another edition

Shelves: growth, mba-related

I really dislike these books that have a "self-help" feel to them. Then again, I had a negotiation course and, as it turns out, I really suck at negotiating, so I've decided to read this book before writing my final paper for the course. It was the first recommended book in the syllabus, so the concepts presented here go hand in hand with what I learned in classes.

This unfortunately means that I cannot separate the two, but at the same time I have no idea if it really helped reading it anyway. ...more

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Aug 07, 2011 Kenny Tang rated it liked it

Easy to read. Not the most exciting. But important enough to put on a must read list. I think the entire book is embodied in the example of two men in the library arguing over whether to open/close a window. One opens it and the other one would get upset, stand up and close it. They repeatedly go to the window every few minutes and open/close the window each time getting angrier and angrier. Then they argue about keeping the window open or shut. They hate each other at this point and thinks the ...more

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Dec 20, 2013 India Braver rated it liked it

2.7 stars. So I had to read this book for my Negotiations class and while a lot of the information seems really intuitive and like stuff you already know, it is organized well and some of the anecdotes are interesting. At the end of the book, the author comes right out and says you probably already know this stuff based on personal experience, but it is nice to have it written down. I didn't particularly find the book riveting or shocking or even particularly good, but it was okay. I could see h ...more

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Mar 19, 2010 Triwahyudi rated it really liked it

Basically I would say that this book is normative and common knowledge book that put all the application methods into the theory. However I feel this book is very important as a handy book or guidebook for every negotiator while doing any negotiation. This book put all negotiation principles, techniques, and steps which sometime most negotiators forget to do during the negotiation process. The book is very easy to follow and the best point is we cannot disagree about the entire content of the bo Basically I would say that this book is normative and common knowledge book that put all the application methods into the theory. However I feel this book is very important as a handy book or guidebook for every negotiator while doing any negotiation. This book put all negotiation principles, techniques, and steps which sometime most negotiators forget to do during the negotiation process. The book is very easy to follow and the best point is we cannot disagree about the entire content of the book because all the concepts is generated from daily negotiation practice and people behavior within negotiation process. The book seems built based on abundant negotiation experience and it compiles a variety of negotiating techniques that are both clever and likely to facilitate effective negotiation.

As a practitioner, the best concept that I can learn from this book is how to dive into someone position to find its background and interest. I did many negotiation process but I never realize the importance of finding someone interest and then combine it with another party’s interest to make an agreement. Many times we only argued the position and found it only made the negotiation process near to the deadlock. Even though the position-arguing negotiation process resulted solution, it remained unsatisfying each party. Through solving the interest, the rationale behind out position, we can simplify the negotiation process and obtain better settlement without spending too much time debating about our position.
Another concept that I have learned very important, and I believe everybody does, is BATNA - Best Alternative to Negotiated Agreement. During negotiation I always had so-called reserve alternative that I prepared if settlement or solution cannot be obtained. However I never assumed that this alternative would bring significant effect in decision making for each party during the negotiation. Therefore I never found and defined my reserve alternatives strategically; moreover I did not consider those alternatives as my power in playing the negotiation game. After understanding BATNA concept introduced in this book, I strongly agree about how important your reserve alternative in determining the result of negotiation.

These two concepts, interest-finding and BATNA, are very simple concepts that I am trying to apply them in my daily life, such as when negotiate with my work group, scholarship sponsor, professor, and even on the light case like negotiate with colleagues and roommate.

Suggestion for the reader, it will be better if we use preliminary assumptions as we reading Getting to Yes that this book mostly discuss about the negotiation technique and approach where all the parties are in equal position, distribute the same power, and stand in the same height. Also this book is tend to be work as advance handbook or guidebook that touch many important aspect deeply, but neglects other limiting factors as well as oversimplify the most troublesome problems inherent in the art and practice of negotiation.

I would recommend this book to be read for everybody who dealing with negotiation process in his/her daily life. This book is not only can be applied on formal negotiation process (such as office problem, political conflict, and international issue) but also on informal and small scale negotiation process, such as husband-wife relationship, sport team problem, etc. All readers also don’t have to applied all entire concept in this book because each concept can be applied separately depend on what kind of negotiation process that they are facing.
...more

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Feb 10, 2013 Ash Moran rated it really liked it

Shelves: psychology, communication, books-i-read-in-2013

The book concludes: "You knew it all the time. There is probably nothing in this book that you did not already know at some level of your experience." To a large extent, this is true. The main concept behind "principled negotiation" is that the best, mutually beneficial agreements come from understanding why each side wants what they want, then looking for common goals and creative ways to satisfy both sides. This I know from the Conflict Resolution Diagram thinking tool from Theory of Constrain The book concludes: "You knew it all the time. There is probably nothing in this book that you did not already know at some level of your experience." To a large extent, this is true. The main concept behind "principled negotiation" is that the best, mutually beneficial agreements come from understanding why each side wants what they want, then looking for common goals and creative ways to satisfy both sides. This I know from the Conflict Resolution Diagram thinking tool from Theory of Constraints. Another key point is that the biggest source of negotiation power comes from what each side's alternatives are. This I know from economics (in the Austrian sense of the word): if you have needs to meet, you'll try to use your time and resources efficiently to get them, whether that be investing in negotiating a given deal or taking an alternative.

But Getting to Yes puts these ideas in a simple, accessible way, with clear explanations and credible examples. It hasn't had as much impact on me as eg the things I mention above, but it's let me consolidate and reframe some skills I already have, and I've extracted a framework/checklist which I'll apply to future negotiation situations I find myself in. (So it's simplistic to say I "knew" these things, as I now see situations where I failed to apply them because I didn't have the frame this book presents.) The description of BATNA (Best Alternative to a Negotiated Agreement) is really important. It explains why being "powerful" (rich, of high status etc) is probably not that important: what matters is what each side's alternative is if the other decides they don't want to play. My favourite story is about a town council that got a manufacturing firm to agree to a tax hike from $300k to $2.3m, and is a sobering reminder to not paint yourself into a corner.

Because its so short and straightforward, I recommend it to anyone who has any even moderate negotiations to make - taking a job, buying a car, renting a flat etc. It's not about hardball negotiating "to win"; it's a quick way to learn how to see what a "fair" agreement might be, and whether you'd be better off taking another option altogether. ...more

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Apr 29, 2016 Karin added it

Shelves: non-fiction

Read for work. I was not disappointed and will try to keep these techniques in mind when I start having to negotiate with customers. I know that my social anxiety makes negotiating difficult for me, though all of this will be over the phone, which I do pretty well with. I think my biggest challenge will be becoming comfortable asking questions that would otherwise make me uncomfortable.

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Jan 12, 2015 Justangie88 rated it it was amazing

I had to read this for a negotiations class I took, and it was a great read. The material is not difficult to get through, and they break down the process in an accessible way. It's information you can retain, and it sticks with you when you need it most. I recommend it for anyone looking to improve their negotiating skills in any situation - it's a great start.

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Jan 16, 2016 Selena Stan rated it it was amazing

Original perspective. The author is clearly an experienced teacher (in a wide sense) in this field of social sciences.

The book is based on the win-win effects of a "principled negotiation", as opposed to the classical "positional negotiation".

The author makes a very good argument for taking a new perspective on negotiation - he is probably using the "principled negotiation" technique himself in convincing the readers that they just read a really good book :)

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About Roger Fisher

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.

See also: Roger Fisher (academic) on Wikipedia

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Books by Roger Fisher

Beyond Reason: Using Emotions as You Negotiate

Getting It Done: How to Lead When You're Not in Charge

Getting Together: Building Relationships As We Negotiate

Beyond Machiavelli: Tools for Coping with Conflict

Lateral Leadership: Getting It Done When You Are Not The Boss

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“People listen better if they feel that you have understood them. They tend to think that those who understand them are intelligent and sympathetic people whose own opinions may be worth listening to. So if you want the other side to appreciate your interests, begin by demonstrating that you appreciate theirs.” — 3 likes

“Any method of negotiation may be fairly judged by three criteria: It should produce a wise agreement if agreement is possible. It should be efficient. And it should improve or at least not damage the relationship between the parties.” — 1 likes

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