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Getting to Yes: Negotiating Agreement Without Giving In | [Roger Fisher, William Ury]

Getting to Yes: Negotiating Agreement Without Giving In

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.
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Publisher's Summary

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 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 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"

©2011 Roger Fisher, William Ury, and Bruce Patton (P)2011 Simon & Schuster

What Members Say

Average Customer Rating

4.0 (461 )
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  •  
    John Chamblee, GA, United States 01-14-12
    John Chamblee, GA, United States 01-14-12 Member Since 2009

    I'm a lawyer and mediator. I represent businesses in disputes with their insurers and in other complex litigation. I also assist machinery companies and manufacturers (primarily international) with equipment sales, non-disclosure agreements, and business issues. I also mediate commercial disputes.

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    "Maybe I Could Go to Four and One-Half Stars"

    This is a great book on principled negotiation. As a lawyer and mediator, the concepts in this book were not new to me, but the book puts things together in a very organized and easily understood package. I will certainly be recommending it to some of my clients.

    If there is one thing that detracts from the book, it is that many of the examples remain dated. I am afraid that, to a younger listener, the book might seem somewhat obsolete. Of course, that is not true at all -- the concepts and principles, which are actually rather new in the grand scheme of things -- remain very valid.

    Perhaps this would not have jumped out to me except for the fact that the authors make the point at the beginning that this is a revised and updated edition of a classic. Revised, maybe. Updated? Not so much.

    Still, the book contains many timeless and valuable lessons.

    20 of 20 people found this review helpful
  •  
    Brandon Providence, UT, United States 12-11-12
    Brandon Providence, UT, United States 12-11-12

    I am a young entrepreneur. I am 24 married and love business books. Hopefully all these reads pay off in my business, eh?

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    "Articulated what we all know. It helped me focus."
    If you could sum up Getting to Yes in three words, what would they be?

    Efficient, effective, yes.


    What did you like best about this story?

    I feel like I just went from baby negotiator to toddler! Before I could grunt and cry to get what I needed, but now I have words to articulate exactly what I am thinking. This has helped me when I am talking to others because instead of taking the time to think through what the other person is saying I can sum it up by saying "oh, they are using aggression, maybe apply some negotiating jujitsu here".


    Which character – as performed by Dennis Boutsikaris – was your favorite?

    The "real life" examples in book were hard for me to relate with, and I think there was a handful of gloating going on. It was not to difficult to come up with my own personal examples as well though.


    Did you have an extreme reaction to this book? Did it make you laugh or cry?

    The way the book makes things so black and white and turned each negotiation into a step by step process, if they say try to attack you personally then you..., it makes you want to negotiate everything everywhere! Just to try out different tactics in different situations.


    Any additional comments?

    Great book, it was good to re-read a chapter or two right before any negotiations that I had planned for that day, just to get the juices flowing.

    7 of 7 people found this review helpful
  •  
    Emil San Francisco, CA, United States 08-17-12
    Emil San Francisco, CA, United States 08-17-12 Member Since 2010
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    "Good if you can dedicate your time to listening"
    Would you say that listening to this book was time well-spent? Why or why not?

    The information is good but its difficult to follow due to the narration style.


    How did the narrator detract from the book?

    The narrator really detracted from the information presented. The tone was very monotonous and dry. The delineation between the headers and the content is not as clear as it could be. This might be a book that's easier to read than to listen to.


    5 of 5 people found this review helpful
  •  
    Franco Giannecchini HAYWARD, CA, United States 06-21-12
    Franco Giannecchini HAYWARD, CA, United States 06-21-12

    Teaching Skin Care and Cosmetic Application through Mary Kay

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    "Learn how to come out the good guy"
    What did you love best about Getting to Yes?

    This book has a lot of information in it! This helped me very much when I had to go into a family meeting with the lawyers. It doesn't just teach you how to get to a yes, but it teaches you how to listen too! Great book! No matter what your career is, or who you are, you should read this book!


    5 of 5 people found this review helpful
  •  
    Brian Losabia Round Rock, TX 07-12-12
    Brian Losabia Round Rock, TX 07-12-12 Member Since 2012
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    "Great ideas but so-so narration. Worth buying yet."

    As one whose makeup leads to conflict avoidance in most negotiations, I thought -- correctly -- that Getting To Yes might contain a few concepts, approaches, and tactics which would be valuable to me. I can confirm that there is much wisdom in this book, but I did find the narration to be a little difficult to follow. The 30-second replay was employed many, many, times during the listening of this book in order to jump back in an effort to understand what was just said. I am going to buy the print (e-book) version of this title so that I might more fully understand the teachings; bulleted lists and section headings are fine in print, but in this case did not translate well to the spoken word. Even with the troublesome narration, I found this book to be well worth the money.

    4 of 4 people found this review helpful
  •  
    Brian Grayslake, IL, United States 11-12-12
    Brian Grayslake, IL, United States 11-12-12 Member Since 2011
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    "Very valuable content"
    What made the experience of listening to Getting to Yes the most enjoyable?

    This book provides a very interesting and perhaps correct insight into why people make the choices they do and the "why" that should be at the heart of successful organizations.


    2 of 2 people found this review helpful
  •  
    Paul Syracuse, NY, United States 09-10-12
    Paul Syracuse, NY, United States 09-10-12 Member Since 2010
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    "All Elected officials should read this!"
    Would you consider the audio edition of Getting to Yes to be better than the print version?

    Yes - that I will listen to it, but the print version would help me take better notes. It is important to remember it all.


    What did you learn from Getting to Yes that you would use in your daily life?

    It will help me in my professional and family relationships.


    Any additional comments?

    I propose a Constitutional Amendment that all elected officials need to pass a proficiency test on the content of this book. Negotiating skills are what will make democracy work.

    2 of 2 people found this review helpful
  •  
    RANDALL JAFFE Arcadia Califonia 03-08-12
    RANDALL JAFFE Arcadia Califonia 03-08-12 Member Since 2005
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    "Useful life information."
    Would you listen to Getting to Yes again? Why?

    We are negotiating all the times. This helps me see how others can manipulate me and hopefully make my negotiating better.


    Would you recommend Getting to Yes to your friends? Why or why not?

    Yes. Planning to give it to my daughter graduating from Law school.


    2 of 2 people found this review helpful
  •  
    Colton Eden, UT, United States 12-26-12
    Colton Eden, UT, United States 12-26-12
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    "Great book!"

    Great audiobook! I had to read it for my college class and listening to it worked just fine. I really like this book. Great listen!

    1 of 1 people found this review helpful
  •  
    Changhui Li ROCKVILLE, MD, United States 02-21-12
    Changhui Li ROCKVILLE, MD, United States 02-21-12

    Charles

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    "Worth reading"
    If you could sum up Getting to Yes in three words, what would they be?

    Lots of useful information that can be applied to daily life, you can use it as a manual to check up yourself whenever you are going to argue with someone.


    1 of 1 people found this review helpful
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