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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

4.1 (731 )
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Performance
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  •  
    Hayden Wellington, New Zealand 04-04-14
    Hayden Wellington, New Zealand 04-04-14 Member Since 2013
    HELPFUL VOTES
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    "A refreshing take on the win-win problem"
    What did you love best about Getting to Yes?

    The alternative options for getting to yes are excellent. They punctuate the theory with timely examples of how to actually use the concept in both big corporate and smaller at-home examples of negotiation situations.


    0 of 0 people found this review helpful
  •  
    Jeremy Phoenix, AZ, United States 11-11-13
    Jeremy Phoenix, AZ, United States 11-11-13 Member Since 2015
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    "Just OK."
    Would you try another book from Roger Fisher and William Ury and/or Dennis Boutsikaris?

    Perhaps...it depends on the subject matter.


    What was your reaction to the ending? (No spoilers please!)

    Nothing...its not that kind of book.


    Could you see Getting to Yes being made into a movie or a TV series? Who should the stars be?

    No-not at all.


    Any additional comments?

    None at this time.

    0 of 0 people found this review helpful
  •  
    Jared Salt Lake City, UT, United States 08-28-13
    Jared Salt Lake City, UT, United States 08-28-13 Member Since 2015
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    "Excellent book. Excellent performance."
    If you could sum up Getting to Yes in three words, what would they be?

    Useful. Articulate. Powerful.


    What does Dennis Boutsikaris bring to the story that you wouldn’t experience if you just read the book?

    He sounded like someone with years of negotiating experience. It was like I was hearing someone who lives and breathes the material, and it brought it to life for me.


    Was this a book you wanted to listen to all in one sitting?

    Yes. Surprising, considering the subject, but I was hooked.


    Any additional comments?

    This is an extremely useful book, read by someone who brings it to life. It sounds like a veteran negotiator giving the best practices he's learned after decades at the negotiating table. Tough, but fair. Understanding, but not willing to sacrifice what is most important.

    0 of 0 people found this review helpful
  •  
    Amazon Customer Ladysmith BC 07-22-13
    Amazon Customer Ladysmith BC 07-22-13 Member Since 2013

    Gerbear

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    "Should have listened to/read this book years ago!"
    Any additional comments?

    This was my first book on Negotiation and I would recommended it to anyone who has to deal with other people, in other words pretty well anyone. As a Realtor this will help me negotiate better and more fair results for my clients.

    0 of 0 people found this review helpful
  •  
    Jennifer PARIS, TN, United States 05-22-13
    Jennifer PARIS, TN, United States 05-22-13 Member Since 2011
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    "Not bad, but not great"

    This was a required reading for a graduate level conflict resolution class. Parts of the book were repetitive. The examples were good and helped to keep interest up. Thankfully, the chapters were short. I didn't hate listening to this book, but I definitely wasn't anxious to get back to it! If you're looking for a good listen, this may not be the book for you. If you're looking to improve your negotiating skills, this book has some good techniques that would be helpful.

    0 of 0 people found this review helpful
  •  
    Scott 05-15-13
    Scott 05-15-13

    I enjoy reading fantasy, science fiction, and horror the most. To improve, I read about language, psychology, spirituality, and art. I read about computer science and business for professional reasons.

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    "Lot of information on conflict strategies"

    A book about negotiating in any sort of conflict. The examples draw on interpersonal interactions, business dealings, legal negotiations, and international negotiations. The book describes a lot of strategies and tactics, many of them unsavory. Although unsavory tactics are described, the book doesn't recommend them. The book recommends negotiations based on objective standards and verifyable information, second only to positional bargaining.

    Although the recommended styles are described in full, the book also described negative negotiation tactics. I found a lot of the situations and concepts described in this book to be unsavory. They are descriptive of the character archtypes who often would seek to leverage words to threaten, confuse, coerce, interrupt, or basically spam the mind with garbage. I couldn't really think of any serious business scenarios I've been in where people purposefully try to get on each others nerves or create negative perceptions in parallel with the negotiation. There are too many alternatives for both contractor and contractee to allow for such unprofessional garbage in business dealings, and the tactics would quickly result in a loss of business and lower sales ratios.

    Of course, one point of the book was how to negotiate in all situations, not just business situations. Being able to negotiate uneffected by people who are simply in bad moods, are confrontational, or have an objective against individual self interest is a good skill to have. These are the type of situations I've found myself in at times, but usually simply ignore the communications.

    Also, having the concepts of extreme negotiation could make movies more entertaining. As extreme characters with everything to lose often make for good stories, I have more information to seek. And being able to know more of what is going through the characters minds always makes stories more interesting.

    0 of 0 people found this review helpful
  •  
    Kristen Mentasti Washington, DC 04-03-13
    Kristen Mentasti Washington, DC 04-03-13

    Kristen M. Mentasti

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    "A Great Listen for Anyone"
    Where does Getting to Yes rank among all the audiobooks you’ve listened to so far?

    Great audiobook on motivation and other important guidance on "getting to yes"--extremely helpful when applied to both life and work.


    What was one of the most memorable moments of Getting to Yes?

    I took notes. There was a lot of valuable and memorable info.


    What about Dennis Boutsikaris’s performance did you like?

    Very good speaker/reader.


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

    How to negotiate.


    Any additional comments?

    Great read; high suggest to anyone.

    0 of 0 people found this review helpful
  •  
    Cleveland NEW YORK, NY, United States 01-20-13
    Cleveland NEW YORK, NY, United States 01-20-13 Member Since 2011
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    "Always Learn"
    Where does Getting to Yes rank among all the audiobooks you’ve listened to so far?

    Best business book that I have read on audible


    What did you like best about this story?

    Calm logic; negotiation tactics that emphasis keeping the negotiations impersonal.


    What about Dennis Boutsikaris’s performance did you like?

    no


    Was there a moment in the book that particularly moved you?

    No


    Any additional comments?

    No

    1 of 2 people found this review helpful
  •  
    Michael Raleigh, NC, United States 10-30-12
    Michael Raleigh, NC, United States 10-30-12
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    "Still As Valuable as When Originally Written"
    What did you love best about Getting to Yes?

    It provided updated, realistic examples that we can all relate to in our personal and business lives. Although I read the original years ago, it was very good to reinforce the negotiation skills we all tend to forget.


    What other book might you compare Getting to Yes to and why?

    I don't have another book that I can compare "Getting to YES" to as I have not read another like it.


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

    Sorry, can't say I had a favorite.


    If you were to make a film of this book, what would be the tag line be?

    Not Intended to be a Blockbuster


    0 of 0 people found this review helpful
  •  
    XLogic Federal Way, WA, United States 03-19-12
    XLogic Federal Way, WA, United States 03-19-12

    Chike Eze

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    "Focus on interests not positions - point taken"
    Would you recommend this audiobook to a friend? If so, why?

    Great book, great message.


    What was one of the most memorable moments of Getting to Yes?

    Soft on people, Hard on problems.


    What does Dennis Boutsikaris bring to the story that you wouldn’t experience if you just read the book?

    He is great at switching between characters -- especially when he plays out the scene of the two tenants and the land lady. Really good stuff here.


    What’s an idea from the book that you will remember?

    - Be soft on people and hard on problems- Focus on interests, not positions


    Any additional comments?

    This book is a classic. For a well rounded understanding of why this stuff works, read Influence by Robert Cialdini.

    0 of 0 people found this review helpful
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