Review Getting to Yes: Negotiating Agreement Without Giving In

Getting to Yes: Negotiating Agreement Without Giving In Best Review

Although negotiation takes place every day, it is not easy to do well, and standard strategies for negotiation often leave people dissatisfied, worn-out and/or alienated, according to Roger Fisher and William Ury in this book. The book describes a method of negotiation called principled negotiation, or negotiation on the merits. The method is designed to produce wise outcomes efficiently and amicably.

There are four basic points to principled negotiation: separate the people from the problem; focus on interests not positions; generate a variety of possibilities before deciding what to do; and insist that the result be based on some objective standard. Before entering negotiations, the negotiator should be aware of his or her "best alternative to a negotiated position" as a fallback in case the negotiations are unsuccessful. The authors also suggest various strategies for dealing with people who refuse to negotiate or who use dirty tricks.

The book is reasonably short and easy to read. It provides a systematic approach to a highly desired skill, showing how a difficult conflict can be approached in a rational rather than emotive manner, and that helps to explain why it has been a bestseller for almost 30 years. Negotiation is an essential skill for lawyers, but it is also a necessary skill for running a successful business or maintaining a successful marriage. This is the best book on negotiating that I have read, and I highly recommend it.

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Getting to Yes: Negotiating Agreement Without Giving In Feature

• ISBN13: 9780140157352
• Condition: New
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Getting to Yes: Negotiating Agreement Without Giving In Overview

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. --John Kenneth Galbraith.

Getting to Yes: Negotiating Agreement Without Giving In Specifications

We're constantly negotiating in our lives, whether it's convincing the kids to do their homework or settling million-dollar lawsuits. For those who need help winning these battles, Roger Fisher has developed a simple and straightforward five-step system for how to behave in negotiations. Narrated soothingly by NPR announcer Bob Edwards, Fisher adds the meaty portions of the material with a sense of playfulness. The blend of voices makes this tape easy to listen to, especially the real-life negotiating scenarios, in which negotiating examples are given. This is a must-have tape for every businessperson's car. (Running time: one hour, one cassette) --Sharon Griggins

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Customer Reviews

Classic 'How to Negotiate' Primer - K. Lisson - Albany, NY
I recently finished reading the book `Getting to Yes' by Roger Fisher and William Ury. The book expanded on the concepts I was taught in the eCornell Project Leadership Certificate Conflict Resolution class.

I learned how to separate the people from the problem, focus on interests instead of positions, invent options for mutual gain and insist on using objective criteria to arrive at a fair agreement. Additionally, the book focused on techniques for responding to attacks by using "negotiation jujitsu" instead of responding in kind.

I got a lot of value out of this book because it provided me with a method to rely upon when I am nervous or scared before and during a negotiation.

My biggest Eureka! moment in the eCornell class was realizing that by concentrating on interests instead of positions, I could free both sides of the table to craft an agreement that would satisfy both sides without necessarily needing concessions by either side.

I liked learning about "negotiation jujitsu" techniques when I read the book, because I feel frustrated and nervous when negotiations turn into personal attacks. Learning a method for handling personal attacks will help me be a more effective negotiator in the future.

I would recommend this book for potential students and alumni of the eCornell Project Leadership Certificate classes.



Great technique on negociation skills - Lakshmanan - Chennai, India
Using pricipaled negociation as against taking position during negociation is explained in detail. Kowning the Best Alternative To Negaotiated Agreement(BATNA)of both partis before the negociation helps better negociation. Details examples give good idea of the negociation techniques. Very detailed and useful information for both personal and business dealing.



Explains many of Barack Obama's statements since he was at Harvard Law when the 2nd edition was published - Amod A. Vaze - Montclair, NJ, USA
I got this book as part of a negotiation class I took in 2003 but never got around to reading it until now. The book reinforced many of the concepts I learned in the 2003 class. What really stood out was this book is a product of the Harvard Negotiation Project at Harvard Law School, written in 1981 and reissued in 1991. Many of the concepts in the book talk about disagreeing without being disagreeable, separating the people from the problem, and seeking mutual interest out of mutual respect. These are all things Barack Obama talked about on his campaign and after being elected president. It got me thinking if there is a connection since he graduated from Harvard Law in 1991. I'm guessing that these concepts were probably fresh in the minds of the professors there since the book was in the process of being reissued around the same time. If I'm right, it's a strong case for remembering whatever you learn in school because you never know how many years later you're going to need it!

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