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Getting to Yes: Negotiating Agreement Without Giving In (Paperback)
by Roger Fisher (Author), William L. Ury (Author), Bruce Patton (Editor)
Textbook Details
* Paperback: 200 pages
* Publisher: Penguin (Non-Classics) (December 1, 1991)
* Language: English
* ISBN-10: 0140157352
* ISBN-13: 978-0140157352
* Dimensions: 7.7 x 5 x 0.7 inches
* Shipping Weight: 6.4 ounces
* Rating: 
Textbook Description
This is by far the best thing I’ve ever read about negotiation. It is equally relevant for the individual who would like to keep his friends, property, and income and the statesman who would like to keep the peace.
About the Author
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.
Bruce M. Patton is the deputy director of the Harvard Negotiation Project and the Thaddeus R. Beal Lecturer on Law at Harvard Law School.
Getting to Yes Review
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 own book. I recently 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.
I read this book in an MBA course for Dispute Mediation. Although it was not a required reading, every text and article mentioned this book. You can easily read it in a weekend. Do not expect theory, paradigm, or lofty descriptions-this is cut to the chase stuff that lets you know many techniques for negotiating and helping the other side make a decision that is right for all involved. Some helpful key concepts include elimintating emotions from the process, or dealing with the emotional techniques that the other side may use against you. It also describes BATNA, or the best alternatives to a negotiated agreement-those agreements which may be the most realistic and beneficial terms for both sides. I think that the other book, getting past no, by the same author, is an additional reference that anyone considerring this book should also read as an excellent complementary text to the principles outlined in this classic.
Actually I didn’t read through the whole book. Yet I did capture the key point of the book – ‘Don’t bargain over positions’. Then I used this principle-based negotiation in real life. For instance, when I am facing a challenge from my partner on my proposal, I won’t fight back directly. I will first seek for the mutual interest, a common ground. Then I’ll explain why I think my proposal can help achieve the mutual interest. Then I ask the opposing partner what he/she think and whether he/she wants to share any better proposal to achieve this mutual interest. If my/mutual interest can be satisfied, yet my partner has a better way to do it, then why not change my own proposal? I tried this approach several times and they all worked out pretty well. Most of the times I successfully convinced my partner without damaging relationship. A few times I changed my position yet I was still happy because I still had my interest satisfied.
Almost everyone can benefit from improved negotiating skills. This 1981 classic, updated in 1991 with new material responding to questions from readers, continues to provide practical guidelines for executives dealing with each other, with superiors and staff, with customers, partners, suppliers, and government regulators. If you have ignored this as a pop book, take a good look at it. This practical, non-academic, and well-illustrated book does not waste the reader’s time with filler. The authors explain the problems that arise from bargaining over positions, presenting an alternative approach. Their method revolves around four elements: Separate the people from the problem; focus on interests, not positions; invent options for mutual gain; and insist on using objective criteria. They offer helpful approaches for situations where the other side is more powerful, refuses to play, or uses dirty tricks. The range of situations in which their approach can be applied is almost limitless. Keep this one close at hand to refer to repeatedly until “principled negotiation” becomes ingrained and natural.
I read this book as assigned reading for an International Relations course, and readily saw its relevance there. But I have also been able to apply the book’s principles to everyday life — with my coworkers, my wife, even my kids — without damaging my relationships and still managing to keep everyone content. The central ideas about not digging in on positions and finding common ground, are key to this success. The book helped me open my eyes to realize that sometimes common ground is easier to find than I’d first thought, but it might not be what I’d first thought. I highly recommend this book!
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