Getting to Yes: Negotiating Agreement Without Giving In

Overview

Getting to Yes is a straightorward, universally applicable method for negotiating personal and professional disputes without getting taken -- and without getting angry.

It offers a concise, step-by-step, proven strategy for coming to mutually acceptable agreements in every sort of conflict -- whether it involves parents and children, neighbors, bosses and employees, customers or corporations, tenants or diplomats. Based on the work of Harvard Negotiation Project, a group that deal continually with all levels of negotiations and conflict resolutions from domestic to business to international, Getting to Yes tells you how to:

Separate the people from the problem
Focus on interests, not positions
Work together to create opinions that will satisfy both parties
negotiate successfully with people who are more powerful, refuse to play by the rules, or resort to "dirty tricks"

Editorial Reviews

Editorial Reviews for this product are not available at this time.

Author Information

Bio of Roger Fisher

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.

Bio of William L. Ury

No bio available for William L. Ury.

Bio of Bruce Patton

Bruce Patton is Deputy Director of the Harvard Negotiation Project, which he co-founded with Professor Roger Fisher and William Ury in 1979. He is also a founder and director of Vantage Partners, LLC, a consulting firm that helps companies negotiate and manage critical relationships. From 1985-1999, Bruce was the Thaddeus R. Beal Lecturer on Law at Harvard Law School, where he taught the pioneering Negotiation Workshop and related courses. He continues to teach regularly in Harvard's executive education programs. Bruce has extensive experience in corporate, labor-management, and international contexts. His work focuses on relationship management in alliance, outsourcing, and merger contexts; managing internal executive teams or cross-matrix conflict; and on negotiation advice and capacity building. He has worked globally with some of the world's best-known corporations, including Andersen Consulting (now Accenture), Boeing, I.B.M., J.P. Morgan, and Unocal. In addition to his work in the accounting, banking, energy, and legal sectors, Patton has extensive experience in the high-tech, IT, and telecom areas. He has helped launch alliances, save and implement mergers, repair outsourcing relationships, renegotiate supplier relationships, implement restructured supplier management systems, coach executive teams, and build systems to support coordinated, high-quality, company-wide approaches to the management of key negotiations and relationships.

Customer Reviews

• The Classic Book on Negotiation

  Posted November 27, 2009 by JAL, Medford, OR

  Life is a constant negotiation; where to eat and vacation, what to buy, who to invite, how to solve a problem. This is the classic readable book on fundamental negotiations based on the work of the Harvard Negotiation Product. The world would be a more pleasant place if the principles of this book were more widely practiced. The chapter titles pretty much explain the techniques of conflict resolution through negotiation: "Separate the People from the Problem", "Focus on Interests, Not Positions", "Invent Options for Mutual Gain". Fisher and Ulry also discuss the importance of having a Best Alternative to a Negotiated Settlement (BATNA) before you enter a negotiation. The principles in this book can be applied to negotiations with a corporation or with your spouse!

Additional Info

Imprint

Penguin (Non-Classics)

Filesize

824.73 KB

Number of Pages

200

eBook ISBN

9781440669347