Getting to Yes
Getting to Yes 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 the Harvard Negotiation Project, a group that deals continually with all levels of negotiation and conflict resolution 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 options that will satisfy both parties; andNegotiate successfully with people who are more powerful, refuse to play by the rules, or resort to "dirty tricks."Since its original publication in 1981, Getting to Yes has been translated into 18 languages and has sold over 1 million copies in its various editions. This completely revised edition is a universal guide to the art of negotiating personal and professional disputes. It offers a concise strategy for coming to mutually acceptable agreements in every sort of conflict.
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Two negotiation researchers lay out a method based on interests rather than positions, BATNAs, and objective criteria. The book has shaped four decades of business, legal, and diplomatic training.
Getting to Yes was written by Roger Fisher and William Ury, with later editions adding Bruce Patton. Fisher and Ury were co-founders of the Harvard Negotiation Project. The first edition was published in 1981.
Yes. Getting to Yes remains one of the foundational books on principled negotiation, taught in MBA programs and law schools worldwide. The four-step framework (separate people from problem, focus on interests not positions, generate options, use objective criteria) has held up well.
Getting to Yes is 200 pages in standard print editions, though page counts vary slightly between hardcover, paperback, and large-print formats.
At an average reading pace of about 250 words per minute, Getting to Yes takes most readers 3 to 4 hours to finish.
Getting to Yes is a standalone novel by Roger Drummer Fisher, not part of a series.
Getting to Yes is available in hardcover, paperback, ebook, and audiobook formats from Amazon, Bookshop.org, ThriftBooks, and most major bookstores.
