Getting to Yes: Negotiating Agreement Without Giving In
by Roger Fisher
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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 ada dalam ...more
Sebagus itu isinya, namun pada waktu saya membelinya serasa saya jauh dari tips yang ada dalam ...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 respect the...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 respect the...more
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“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 ...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 outlined ...more
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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, just like t...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, just like t...more
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Read in October, 2007
I read this one for a class. It really was pretty good. It's mainly common sense, but it provides a nice structure that allows for thinking on the subject of your own negotiation skills. The authors champion a type of negotiation that is collaborative instead of combative. As they say in the beginning of the book, this type of negotiation isn't about tricks, it only works better when your opponent knows the method. Since just about everything we do involves some type of negotiation, this ca...more
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Read in November, 2005
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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Read in January, 1997
recommends it for:
anyone who negotiates
Classic book on negotiating. A careful study of this book will help anyone negotiate anything. Main ideas copied from the talble of contents-
Don't bargain over positions.
Separate the people from the problem.
Focus on interests, not positions.
Invent options for mutual gain.
Insist on using objective criteria.
When the other side may be more powerful, always have a BATNA, "best alternative to negotiated agreement."
Later edition has new section called "Ten Questio...more
Don't bargain over positions.
Separate the people from the problem.
Focus on interests, not positions.
Invent options for mutual gain.
Insist on using objective criteria.
When the other side may be more powerful, always have a BATNA, "best alternative to negotiated agreement."
Later edition has new section called "Ten Questio...more
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recommended to Chrissy by:
dr. susan williams at belmont
recommends it for: everyone - all things in life are negotiable
recommends it for: everyone - all things in life are negotiable
awesome negotiation tactics! i took this method of negotiation in college, and must say that this is one of the best methods that i have seen. it's a "grown up", non-bullying way to negotiate where everyone can learn to discuss terms intelligently and rationally. i think one of the best parts of this book are learning how to use the "WANTA" and BATNA" methods in evaluating a negotiation. highly recommend!
WATNA - worst alternative to negotiated agreement
BATNA - bes...more
WATNA - worst alternative to negotiated agreement
BATNA - bes...more
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I really think the subtitle, "Negotiating Agreement Without Giving In" does this book a dis-service as it may set the expectation of a book about how to win an argument. In fact, a major tenant of the book is that you are set-up for failure if you take an "I win, you lose" approach to negotiating. There are many great ideas in this book about the true purpose of negotiation...to reach an agreement that all sides are satisfied with.
The best lesson? Be hard on the problem,
The best lesson? Be hard on the problem,
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recommends it for:
diplomats, politicians and anyone in a position of authority
I read this for a Peace and Conflict Studies class. There's no psychosocial jargon to get around, no intellectual fluff to poke through, just simple and clear. The book teaches the reader that the two sides of a conflict have more than one dimension. Behind a position, one will find underlying interests. Two opposing sides will eventually find common ground once we get past the shell of their positions and look into their reasoning.
A must-read for anyone prone to facing conflict.
A must-read for anyone prone to facing conflict.
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Has a copy to sell/swap
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Read in November, 2007
A week or so after I was trained as a mediator and recommended this book, I stumbled on it in a bookstore in Brooklyn. As a general introduction to negotiation strategy and how to facilitate more creative agreements than a hard bargaining type attitude will get you - while still maximizing your gains - this is an excellent, clearly written little book. You have to use your imagination to apply the points to a third-party perspective, but this definitely will give you a leg up.
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Reading this for an upcoming class on conflict mediation...lots of helpful tips so far, although I;m not sure that all of the techniques would be relevant in a South Asian cultural context. I mean, for a society that thinks it is in general impolite to say no, the real question is how do you teach people to distinguish between the different forms of yes -- from the polite lukewarm maybe "yes" to the enthusiastic head nod that looks like "no" but really is a yes. Hmmm......
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Read in November, 2005
right after i read this, i needed to return something to a store without a receipt. i then did my ninja tricks i'd learnt from this book and i got my money back (it was pretty funny, the clerk i was talking to was doing the annoying shit this book described). so the book paid for itself immediately. it also helped me a bit with my job (i was a manager). another related book to read is the classic "how to win friends and influence people".
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Read in June, 2008
recommends it for:
anyone who comes across people :)
I read this for my managerial negotiating class -- I think it definitely has some useful tips when trying to collaboratively negotiate, but there were plenty of examples where these methods just don't seem to work. Convincing a used car salesman to collaborate with you? Getting him to think you're a nice guy and cut you a deal? Doesn't seem realistic. So...helpful in some ways, but not applicable to every situation.
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Read in January, 2005
recommends it for:
anyone who ever has to deal with anyone else about anything
With the skills in this book, you will have the opportunity to never lose another argument. Period.
Written as an output of the Harvard Negotiation Project, there are many good examples of negotiations (big and small) that help illustrate how to use negotiation tools to navigate personal and business relationships/discussions/arguments. Concise, well-written, and very powerful.
Written as an output of the Harvard Negotiation Project, there are many good examples of negotiations (big and small) that help illustrate how to use negotiation tools to navigate personal and business relationships/discussions/arguments. Concise, well-written, and very powerful.
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Must Read!
This is one of the most important projects in USA in recent past. If only it were applied on regular basis, we could make some real progress -- get rid of political stale-mates -- business would be in a better state -- families might actually stabilize!
Overstating it -- maybe.
BUT -- I used it in union negotiations in some hostile settings. It worked.
This is one of the most important projects in USA in recent past. If only it were applied on regular basis, we could make some real progress -- get rid of political stale-mates -- business would be in a better state -- families might actually stabilize!
Overstating it -- maybe.
BUT -- I used it in union negotiations in some hostile settings. It worked.
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Read in May, 2007
I learned a lot about how to negotiate in this book. I've always been very bad at negotiating, especially when it comes to money. However, this book teaches you how to do principled negotiation with the goal of reaching an agreement that is the best for both sides based on some objective criteria, rather than just who is more persuasive or has a stronger will.
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Has a copy to sell/swap
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Read in May, 2008
recommends it for:
people who communicate
I read this for my Communication and Conflict class. It is written to be used in business settings, but I found things I could use in my life. Mainly: try to understand why people want what they want, and work toward a solution in which everyone can be happy. To find a "mutually agreeable solution", sometimes you have to think outside the box.
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Read in January, 1990
recommended to Melina by:
Howard Richardsrecommends it for: everyone
This is the book from my Peace Studies classes that I gained most from in my personal life. Getting what you want and need in life does not necessarily have to mean that you're taking something away from others. Even if one side appears to have all the power, the less-powerful party can still negotiate from a position of strength.
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Read in September, 2007
After reading a lot of law books written by Harvard alums and now this book written by Harvard graduate Roger Fisher, I realized something.
Harvard people think the rest of us are stupid. Like "walk on all fours and eat your own poop" stupid.
With that said, this message is for Mr. Fisher. Hire me. And pay me.
Harvard people think the rest of us are stupid. Like "walk on all fours and eat your own poop" stupid.
With that said, this message is for Mr. Fisher. Hire me. And pay me.
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