Getting to Yes: Negotiating Agreement Without Giving in

Front Cover
Houghton Mifflin Harcourt, 1991 - Business & Economics - 200 pages
"Since it was first published in 1981 Getting to Yes has become a central book in the Business Canon: the key text on the psychology of negotiation. Its message of "principled negotiations"--Finding acceptable compromise by determining which needs are fixed and which are flexible for negotiating parties--has influenced generations of businesspeople, lawyers, educators and anyone who has sought to achieve a win-win situation in arriving at an agreement. It has sold over 8 million copies worldwide in 30 languages, and since it was first published by Penguin in 1991 (a reissue of the original addition with Bruce Patton as additional coauthor) has sold over 2.5 million copies--which places it as the #10 bestselling title overall in Penguin Books, and #3 bestselling nonfiction title overall. We have recently relicensed the rights to Getting to Yes, and will be doing a new revised edition--a 30th anniversary of the original publication and 20th of the Penguin edition. The authors will be bringing the book up to date with new material and a assessment of the legacy and achievement of Getting to Yes after three decades"--
 

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User Review  - trile1000 - LibraryThing

Though dry and a little dated, this book does give a useful cursory overview of basic negotiating tactics. The advice the book gives focuses on the following tenets: 1. Separating the PEOPLE from the ... Read full review

LibraryThing Review

User Review  - ShadowBarbara - LibraryThing

This is the Harvard Business School method of negotiating to get away from positional bargaining. Some great ideas about finding solutions and being an authentic negotiator. Several chapters on how to deal with those who won't play in this fashion. Read full review

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Contents

Dont Bargain Over Positions
3
Arguing over positions produces unwise agreements
4
THE METHOD
15
SEPARATE THE PEOPLE FROM THE PROBLEM
18
Separate the relationship from the substance deal directly
21
Emotion
29
Speak to be understood
35
INSIST ON USING OBJECTIVE CRITERIA
81
Positional pressure tactics
138
You knew it all the time
147
TEN QUESTIONS PEOPLE ASK ABOUT
149
Does positional bargaining ever make
151
Questions About Dealing with People
157
How should I adjust my negotiating approach
166
How do I try out these ideas without taking
175
Consider committing to what you will
185

YES BUT
95

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About the author (1991)

William Ury, a consultant, writer, and lecturer on negotiation, is a Distinguished Senior Fellow at the Harvard Negotiation Project. Roger Fisher teaches negotiation at Harvard Law School. He frequently appears on television as a negotiations expert and is the director of the Harvard Negotiation Project.

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