Getting to Yes

1976 the Book of est

Book on negotiation

Getting to Yes
Author	Roger Fisher, William Ury, and Bruce Patton
Language	English
Publisher	Penguin Books
Publication Date	1981
ISBN	978-0-14-311875-6
Pages	200

Getting to Yes: Negotiating Agreement Without Giving In is a non-fiction book written by Roger Fisher, William Ury, and Bruce Patton. First published in 1981, it is a seminal work in the field of negotiation and conflict resolution. The book presents a method called "principled negotiation" or "negotiation on the merits," which aims to produce mutually acceptable agreements in a constructive and efficient manner.

Overview

The book is based on the work of the Harvard Negotiation Project, a group that deals with all levels of negotiation and conflict resolution. The authors argue that traditional negotiation strategies, which often involve hard bargaining and positional negotiation, are less effective and can damage relationships. Instead, they propose a method that focuses on interests rather than positions, and seeks to find options for mutual gain.

Key Concepts

Separate the People from the Problem

The authors emphasize the importance of separating interpersonal issues from the substantive issues in negotiation. They argue that negotiators should address the problem without blaming or attacking the other party, which can help maintain a good working relationship.

Focus on Interests, Not Positions

One of the central tenets of the book is that negotiators should focus on the underlying interests behind the positions that parties take. By understanding the interests, negotiators can find solutions that satisfy the needs of both parties.

Invent Options for Mutual Gain

The book encourages negotiators to brainstorm multiple options before deciding on a solution. This creative thinking can lead to innovative solutions that benefit all parties involved.

Insist on Using Objective Criteria

The authors suggest that negotiators should use objective criteria to evaluate options and make decisions. This can include standards such as market value, expert opinion, or legal precedent, which can help ensure that the agreement is fair and unbiased.

Impact and Legacy

Getting to Yes has been widely acclaimed and has influenced a variety of fields, including business, diplomacy, and law. It has been translated into multiple languages and is used as a textbook in many negotiation courses around the world.

See Also

• Negotiation
• Conflict resolution
• Harvard Negotiation Project
• Roger Fisher (academic)
• William Ury
• Bruce Patton