Summary of Getting to Yes

Negotiating Agreement without Giving In

Penguin,
First Edition: 1981 more...

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Getting to Yes book summary
Negotiate positions, not people; be fair, amicable and objective. Or, if that doesn’t work, get tough (but not ugly).

Rating

9 Overall

10 Applicability

8 Innovation

8 Style

Recommendation

Authors Roger Fisher, William L. Ury and Bruce M. Patton offer a seminal step-by-step guide to negotiating effectively. The authors use anecdotal examples to illustrate both positive and negative negotiating techniques. They believe that, with principled negotiation, both parties can reach an agreement in an amicable and efficient manner. Principled negotiation is based on the belief that when each side comes to understand the interests of the other, they can jointly create options that are mutually advantageous, resulting in a wise settlement. Since this is the second edition, the authors take the opportunity to answer ten common questions from readers of the first edition. If you become skeptical about these fairly rosy negotiation techniques as you read, the Q and A section is very useful. This classic text is easy to understand and you can implement its techniques immediately. getAbstract can’t ask for more than that.

In this summary, you will learn

  • How to negotiate effectively
  • Specific tactics to use to outline an agreement or counter an attack
  • When to get a mediator and when not to
 

Summary

Judging Negotiation Styles: Hard vs. Soft
The most common form of negotiation involves successively taking on and giving up positions. The two sides bargain over positions and lock themselves into their individual stances. In its standard form, this kind of positional bargaining requires...
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About the Authors

Roger Fisher teaches negotiation at Harvard Law School and is director of the Harvard Negotiation Project. He was the originator and executive editor of the award-winning television series, The Advocates. He consults through Conflict Management, Inc., and the Conflict Management Group of Cambridge, Massachusetts. William L. Ury is the author of Getting Past No: Negotiating Your Way from Confrontation to Cooperation. Bruce M. Patton is a co-author of Difficult Conversations: How to Discuss What Matters Most.


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    Dave Bartek 4 years ago
    Any of the Fisher and Ury books on Negotiation are gold. I always remember:'.. first be able to present the other sides position to their satisfaction.'
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    Mark J. Moser 4 years ago
    This book has some interesting views and perspectives. However I find it incredibly mono-cultural and written with a ethno-centric mindframe. In cultures with a high value for relational negotiating I question the wisdom of only focusing on the agreement and not on the relationship! Further doesn't the successful implementation of agreements need to be based on solid relationships?

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