Getting to Yes

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1976 the Book of est
Getting to Yes
AuthorRoger Fisher, William Ury, and Bruce Patton
CountryUnited States
LanguageEnglish
SubjectNegotiation
PublisherPenguin Books
Publication date
1981
Media typePrint (hardcover and paperback)
Pages200
ISBN978-0-14-311875-6


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[edit | edit source]

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[edit | edit source]

Separate the People from the Problem[edit | edit source]

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[edit | edit source]

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[edit | edit source]

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[edit | edit source]

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[edit | edit source]

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[edit | edit source]

References[edit | edit source]

External Links[edit | edit source]

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