Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher

Product Description


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"
Product Details
Amazon Sales Rank: #322 in Books
Published on: 1991-12-01
Number of items: 1
Binding: Paperback
200 pages
Editorial Reviews

Amazon.com Audiobook Review
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

From AudioFile
Everything in life is a negotiation. This updated edition of the bestselling classic offers well-researched advice to businesspeople hoping to increase sales and resolve conflicts. Narrator Murphy Guyer's leisurely pace and clear delivery make the material especially accessible. Additional readers dramatize problems, adding a sense of reality missing from many business manuals. The book, based on research from the Harvard Negotiation Project, offers a unique approach to conflict resolution as the authors explain how to separate problems from personal agendas, how to "increase the size of the pie" rather than making the slices smaller, and how to take the "charge" out of polarized positions. R.O. © AudioFile 2006, Portland, Maine-- Copyright © AudioFile, Portland, Maine

John Kenneth Galbraith
"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."
Customer Reviews

Robust Recipe for Agreement
I read this book a few years ago, integrated it into my daily relations and field tested it across a range of situations. The theory is detailed, with example dialogues and tactical advise, but for me this has only been illustration. The best about this book is the changed attitudes to negotiation as a consequence of understanding it.

This is a general prescriptive theory of negotiation, which means it goes for any relationship were different interests touch. The four broad points are:

1. Separate the people from the problem
2. Focus on interests, not positions
3. Invent options for mutual gain
4. Insist on objective criteria

After you understand the examples, this is all you need to remember to be an effective negotiator. The challenge in practice is to steer the negotiation along these lines, and when successful, you get a friendly discussion about what you can easily do for the other person, with measurable results.


Fast
This book arrived in less than a week and was in the condition advertised. I was satisfied with the transaction and would purchase from this seller again.

Getting to Yes
An very good book detailing steps to take to effectively use interest-based bargaining strategies for your organization. This book is from the leading experts on this topic.