Brian Kameoka's Reviews > Getting to Yes: Negotiating an Agreement Without Giving In

Getting to Yes by Roger Fisher
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Dec 03, 10

bookshelves: mba-coursework
Read from March 30 to April 10, 2010 — I own a copy

A quick read laced with many illustrative examples ranging from mundane, everyday negotiations to negotiations surrounding world events that everyone knows, the book sets up a framework for negotiations that anyone can use in almost any situation.

The book lays out a four-step process based on the four elements of negotiation – people, interests, options and criteria – and addresses how to handle each. Later chapters cover more sophisticated and nuanced negotiation situations such as negotiating with a more powerful party, redirecting ad hominum attacks to bring focus back to the negotiation (and away from the people), and hard negotiation/dirty tricks.

Good insights, well-written without any fluff.
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