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Getting to Yes: Negotiating Agreement Without Giving In
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Getting to Yes: Negotiating Agreement Without Giving In

3.94  ·  Rating details ·  63,774 ratings  ·  1,947 reviews
Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement description: Product Description: 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 ...more
Paperback, Second Edition, 224 pages
Published December 1st 1991 by Penguin Group (first published 1981)
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Dheeraj Remella Hi there. I know it has been a while. But if you want the gist of it:

But reading the book in its entirety is …more
Hi there. I know it has been a while. But if you want the gist of it:

But reading the book in its entirety is an experience of its own. I am about to finish it up. BTW, I am not promoting the book or anything like that. I just really liked the examples that they work through for the various concepts they introduce.

Hope you find what you are looking for - Cheers.(less)

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Always Pouting
The books okay I guess but a lot of the strategies are so intuitive and the writing wasn't the greatest. Again it's the same thing with all these business books where if you've read one the rest usually don't add anything new but if you haven't read any it could be insightful. These books are usually just useful for helping organize ones thoughts and realize things they couldn't other wise but you can achieve that with some quite thinking time also.

Sep 17, 2012 rated it liked it  ·  review of another edition
Recommends it for: negotiators
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:

Bob Selden
Aug 04, 2008 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
Chad Warner
Jun 17, 2012 rated it really liked it
Shelves: business, non-fiction
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
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
Roberto Suarez
Jan 21, 2013 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
Jun 18, 2017 rated it really liked it  ·  review of another edition
This is a 3.5 for me. Why did I like Getting Past No better? I think it's because I've been told NO a lot more in my life. You want to join the varsity soccer team? No. You want us to hire you? No. You want affordable rent? No. There was a solid trend there for about 15 years.

There's plenty of applicable knowledge in Getting to Yes, but the authors even admit at the end of the book that you probably already knew it all: This is intended to be a framework to help you define and practice what you
Sep 13, 2014 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 ...more
Jul 29, 2011 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
Aug 26, 2019 rated it it was amazing  ·  review of another edition
Shelves: favorites
This one was pretty technical. The authors really break down the thought process of having a principled negotiation instead of trying to negotiate either "soft" or "hard." They provide a variety of examples/case studies that emphasize the point. Not going to lie, this was a bit dry, but very good book if you want to read more about different leadership styles.

"Getting to Yes" breaks down key concepts from the authors such as "Don't Bargain Over Positions," "Separate the People from the Problem"
Dec 31, 2011 rated it it was amazing
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
Nov 30, 2020 rated it really liked it
Shelves: business
This book is like a slap on my face about all the failed negotiating I‘ve done in the past.🥴 How I wish I‘ve read this book waaay before. It felt like the author is enumerating all my miscues one-by-one to my face.🤪 How I agreed to some things that was and is marketly unfavorable to me.😩
That at some point- I just want to shut the book down and run and scream: I get it, stop. 😤🤬😅

I learned the hard way. And I know I can use the lessons from all that and this book firmly, vividly with high objecti
Hugo Lester
Jun 22, 2020 rated it liked it
Yeah look quality information but just quite a lot of it. Not in the best frame of mind to be reading it.... 3 stars cheers Roger
Sep 25, 2020 rated it really liked it
I'm getting generous with non-fiction writers. That's weird. I think textbooks are not appreciated enough. It is sort of a textbook. Very academic at its core. Again, thanks to the random stranger for buying me this. It rarely happens that you get good books when you work around books. Mostly, it's vampire romances that you have to politely refuse to. Anyway. It's anything but vampire romance. It actually added a bit of practical value to the disarray of thoughts I reckon at times. I find it fun ...more
Kirtida Gautam
Apr 25, 2016 rated it it was amazing  ·  review of another edition
Shelves: chakra-3
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
Jan 26, 2018 rated it it was amazing
In a better world, _Getting To Yes_ would be required reading in secondary school. Every page is full of wisdom and suggestions for handling interpersonal interactions — or negotiations, since most bidirectional communication is in some sense a negotiation.

As someone who negotiates professionally, I’ve found the philosophy of _Getting To Yes_ to be exactly in sync with my own style. I’ve given copies of the book to people whom I mentor and even to those with whom I negotiate.

The audio version
Peep Laja
Jun 03, 2007 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
Jun 20, 2018 rated it it was ok
Maybe appropriate help for the person who has never really stopped to reflect on the efficacy of their current thinking or behavior when involved in conflict or negotiation. For readers who aren't starting from scratch when it comes to learning about mediation and negotiation, there are probably more nuanced and detailed instruction manuals out there. ...more
Class assigned. This book is essential reading for Negotiation skill. I will be referencing this often. You can fill the gaps on how you currently negotiate. It really should also be called how to execute democracy and diplomacy without alienating your positive relationships.

Side note, every poor tactic listed is what Trump claims is negotiating. He has no clue.
Jul 16, 2016 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.
Bartosz Majewski
Jun 02, 2017 rated it it was amazing
Shelves: business
Great book about basics of negotiations. It's full of case studies and presents a basic framework for getting things done by focusing negotiators on the problem instead of one another. Highly recommended. ...more
Dec 17, 2019 rated it really liked it  ·  review of another edition
3.5 stars rounded up.
Not sure if it's because of the translation but the writing style is not persuasive.
Dec 05, 2017 added it
As the author wrote towards the ending, "This book is about how to "win" that important game — how to achieve a better process for dealing with your differences.". Not about how to win an argument or any such thing. It makes no claim at introducing brand new ideas, but aims simply at organizing a lot of what you may already know are good or bad practices in negotiation, and structuring the reasons why they work - or don't. I walked out with 6 pages of notes, so for me it was worth it. ...more
Vikas Agarwal
Dec 15, 2018 rated it it was amazing
I read this book with one course which i am doing on Coursera on negotiation and found it very useful. It gives you insight that how wrong i was in various negotiation. Obviously i need to practise these learnings in my daily life so i can be better negotiator.
Pap Lőrinc
Sep 14, 2019 rated it really liked it
Always seek the unfulfilled need behind the opponent's manifestation. ...more
Jan 09, 2019 rated it really liked it  ·  review of another edition
This book shows you strategies that can be used during negotiations. Most of them are probably well known to you, but you couldn't name it. It's a good summary of tools that we have and that we should be aware of during negotiations. Tools used to enhance our ability to negotiate.

What I’ve missed in the book were examples of dialogue on which I can learn. Saying go try it does not make me know how I might react. I could practice negotiation, but it would be nice to have some test scenarios.
Aug 12, 2014 rated it it was amazing
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
Vikas Krishnagiri
Apr 09, 2020 rated it really liked it
“Getting to yes” justifies itself as being a classic book for its continued readership for roughly 40 years. This book is essential for everyone who has to negotiate with someone over something – and isn’t that for all of us. The book introduces “Principled negotiation”, a technique to negotiate in an efficient and fair manner. Most of it is common sense but the authors have knitted a good structure making it intriguing & unambiguous. The best part of this method is not the four basic points out ...more
Andrew Garvin
May 23, 2016 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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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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26 likes · 6 comments
“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.” 23 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.” 10 likes
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