Getting to Yes
Negotiating Agreement Without Giving In
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- Strategies to negotiate successfully, leading to better outcomes.
- Resolve conflicts amicably, fostering healthier relationships and reducing tension in interactions.
- Approach discussions with increased confidence, feeling empowered to advocate for your interests.
- Create agreements that are beneficial for all parties involved, promoting long-term cooperation and trust.
“This is by far the best thing I’ve ever read about negotiation.”
— John Kenneth Galbraith
“Getting to Yes: Negotiating Agreement Without Giving In” is a seminal work that has reshaped the landscape of negotiation and conflict resolution. This influential book presents a powerful yet straightforward method for successful negotiation in any context, from international diplomacy to everyday disagreements.
The authors, drawing from their extensive experience with the Harvard Negotiation Project, introduce the concept of principled negotiation. This approach shifts the focus from adversarial positioning to collaborative problem-solving, enabling parties to reach mutually beneficial agreements without sacrificing their interests or damaging relationships.
Readers will learn:
• How to separate the people from the problem, addressing issues objectively while maintaining positive relationships
• Techniques for identifying and focusing on interests rather than positions, leading to more creative and satisfying solutions
• Strategies for generating a variety of options before deciding what to do, expanding the potential for mutual gain
• Methods for using objective criteria to ensure fair outcomes and reduce conflict
The book is filled with practical examples, illustrative anecdotes, and step-by-step guidance, making complex negotiation principles accessible and applicable to real-world situations. It addresses common obstacles in negotiations and provides tactics for overcoming them, including dealing with dirty tricks, power imbalances, and seemingly intractable conflicts.
This book is an invaluable resource for anyone who engages in negotiations, whether in their professional or personal life. Its timeless principles and practical advice continue to resonate with readers, making it a must-read for those who want to master the art of negotiation and achieve win-win outcomes in any situation.
Year Published
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Pages
Weight
Language
ISBN 10
ISBN 13
The book: "Getting to Yes" Is perfect for:
• Business professionals seeking to improve their deal-making skills
• Managers and leaders looking to resolve conflicts within their teams
• Lawyers and mediators aiming to achieve better outcomes for their clients
• Diplomats and policymakers working on complex international issues
• Individuals wanting to enhance their personal negotiation skills in everyday life
Meet the author
Author biography
Roger Fisher (1922-2012) was a pioneering Harvard Law School professor and co-founder of the Harvard Negotiation Project. He is best known as the co-author of the international bestseller “Getting to Yes: Negotiating Agreement Without Giving In.” Fisher’s groundbreaking work in conflict resolution and negotiation theory transformed the field, influencing diplomats, business leaders, and lawyers worldwide. After serving as a weather reconnaissance pilot in World War II, he worked on the Marshall Plan in Paris and later practiced law in Washington, D.C. Fisher’s expertise in international disputes led him to advise on numerous high-profile negotiations, including the Camp David Accords and South Africa’s transition from apartheid. Throughout his career, he authored several influential books on negotiation and conflict management, applying his principles to real-world conflicts. Fisher’s innovative approach emphasized finding mutually beneficial solutions and separating people from problems. He continued teaching and writing well into his eighties, leaving a lasting legacy in the field of negotiation and dispute resolution.
Book testimonials
“The authors have packed a lot of commonsensical observation and advice into a concise, clearly written little book.”
— Businessweek
“A coherent brief for ‘win-win’ negotiations.”
— Newsweek
“Getting to Yes has an unrivaled place in the literature of dispute resolution. No other book in the field comes close to its impact on the way practitioners, teachers, researchers, and the public approach negotiation.”
— National Institute for Dispute Resolution Forum
“Getting to Yes is a highly readable and practical primer on the fundamentals of negotiation. All of us, as negotiators dealing with personal, community, and business problems need to improve our skills in conflict resolution and agreement making. This concise volume is the best place to begin.”
— John T. Dunlop
“This splendid book will help turn adversarial battling into hardheaded problem solving.”
— Averell Harriman