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Getting to Yes

by Roger Fisher

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10K+
First published
1981
Pages
209
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About this book

Getting to Yes is a guide to negotiation by Roger Fisher and William Ury of the Harvard Negotiation Project, with Bruce Patton on later editions. The authors set out a method called principled negotiation, built on four points: separate the people from the problem, focus on interests rather than positions, invent options for mutual gain, and insist that the result be based on objective criteria. They also explain how to prepare an alternative to an agreement, which protects you from accepting a bad deal. Examples range from family disputes to business and international talks. The book has been a standard text on negotiation since it first appeared in 1981.

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About the author

Roger Fisher - BDeBooks
Roger Fisher

A Harvard law professor who co-founded the Harvard Negotiation Project and, with William Ury, wrote Getting to Yes in 1981. Its central move looks obvious once stated and is very hard to do: separate the people from the problem, then bargain over interests instead of positions.

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Book facts

First published
1981
Reading time
About 5 hours
Pages
209
Language
English
Formats
PDF, EPUB, MOBI, Read online