Product Description

A revised edition of a guide to winning the negotiation game. It shows the reader how to pursue his own interests and keep his adversaries happy. A few principles will guide the reader no matter what the other side does, or whatever what tricks they may resort to.

Product Details

• Amazon Sales Rank: #148125 in Books
• Published on: 1997-09-18
• Original language: English
• Binding: Hardcover
• 224 pages

From the Publisher
With over 2 million copies sold in over 20 different languages, Getting to Yes is the most successful book on Negotiation on the market!

About the Author
ROGER FISHER is Williston Professor of Law at Harvard Law School and director of the Harvard Negotiating Project. WILLIAM URY is an internationally known specialist in negotiation and associate director of the Programme on Negotiation at Harvard Law School. BRUCE PATTON is deputy director of the Harvard Negotiation Project.

Customer Reviews

If you read just one book on negotiation - make it this one!
Having recently submitted a review that slated another book on Negotiation, it is only fitting that I should write now to comment on one that deserves quite the opposite response.

Getting to Yes explains what successful negotiation is all about - as you read you know that the approach described makes perfect sense - indeed in retrospect it may all seem fairly obvious. In reality though, the ideas presented are quite radically different to the normal approach to negotiation. I guarantee that most readers will change or refine the way they negotiate as a result of reading this book.

The points made are explained clearly and illustrated well and, in contrast to some, the authors in this case have resisted the temptation to keep padding their ideas out. The result is a work that is fairly concise (less that 200 pages) and easy to read.

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A very practical read.
A very useful and practical read which provides an extremely effective framework for negotiation which I have applied in the workplace. The strengths of the book are its clear and concise style which makes it highly readable.I have dipped into my copy numerous times both to prepare and to carry out "postmortems" when things have not gone to plan!.

A Great Way to Overcome Communications Stalls
In virtually all circumstances where people are working together, they come to agreement in ways that short-change the interests of everyone involved. This landmark book shows practical ways to find out what other people want, and to devise better alternatives that create a "win" for everyone.

The authors do a great job of overcoming the preconception that many hold that working on problems means that you have to be unpleasant. The advice to be hard on the problems and easy on the people (building a relationship) is a key concept that everyone can use.

I have found this book to be one of the most helpful that I have every read, and I cite its lessons in my first book.

I had a chance to use these principles in a negotiating workshop with veteran negotiators, and I was struck by how few people apply the lessons of GETTING TO YES.

You will vastly improve your life if you read and practice the ideas in GETTING TO YES.

A helpful related book is GETTING PAST NO.