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Random House Books for Young Readers

Getting to Yes: Negotiating Agreement Without Giving In

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Format: Paperback, Illustrated


Description

The key text on problem-solving negotiation-updated and revised Getting to Yes has helped millions of people learn a better way to negotiate. One of the primary business texts of the modern era, it is based on the work of the Harvard Negotiation Project, a group that deals with all levels of negotiation and conflict resolution. Getting to Yes offers a proven, step-by-step strategy for coming to mutually acceptable agreements in every sort of conflict. Thoroughly updated and revised, it offers readers a straight- forward, universally applicable method for negotiating personal and professional disputes without getting angry-or getting taken. Read more

Publisher ‏ : ‎ Penguin Books; 3rd Revised ed. edition (May 3, 2011)


Language ‏ : ‎ English


Paperback ‏ : ‎ 240 pages


ISBN-10 ‏ : ‎ 1844131467


ISBN-13 ‏ : ‎ 56


Item Weight ‏ : ‎ 2.31 pounds


Dimensions ‏ : ‎ 5 x 0.66 x 7.67 inches


Best Sellers Rank: #1,762 in Books (See Top 100 in Books) #2 in Business Conflict Resolution & Mediation (Books) #3 in Business Negotiating (Books) #94 in Success Self-Help


#2 in Business Conflict Resolution & Mediation (Books):


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Top Amazon Reviews

    • Great book! "I knew this the whole time."
I had to read this book (along with Getting Past No) for my mediation class/certification (side note: mediation is NOT negotiation, but the two overlap in many areas). I absolutely hate reading so I bought the paperback and also the Audible version. I was not expecting to like this book as much as I did! I will reread and commit to memory the notes I took from this book--it is truly that helpful and educational! Pros: It definitely opened my eyes and made me see how/where/when I make errors when negotiating--even in my everyday life. It is an easy read and I got through the book within 4-5 hours on 1.3x speed on Audible. I feel like I highlighted something on every page...there is a ton of useful information! Not only do the authors define a certain topic/term, give examples, and identify where and when it may apply, but they also give solutions or how to counteract these actions (especially in Chapter 8 "What If They Use Dirty Tricks?"). As I read through/listened to the book, I thought about so many applicable situations in the past and present. Cons: Lots of examples were political/governmental/war-related. I think the examples are relevant because they show how even people in power (i.e., Presidents, etc) can mess up a negotiation because of xyz, but I kinda wanted to zone out during those examples. Just not my thing. ... show more
Reviewed in the United States on July 13, 2024 by Grace Anne
    • A lifesaver
*Getting to Yes* is the book you should've read five years ago. Whether you're asking for a raise, working on a business deal, or dealing with your landlord, if you're looking for more sophistication and success in your negotiation strategies than "start high", this is the book for you. *Getting to Yes* is a complete framework for "principled negotiation"–two or more parties working together to best address their mutual interests with creative, objectively fair solutions. If you're unfamiliar with principled negotiation, it's the complete opposite of our conventional image of negotiation: two hard-heads pitted against one another in a battle of will and wit. This book is not about mind-bending or psychological tricks–rather. Rather, it is a systematic process to ensure you make the most out of negotiation while achieving a durable outcome, beginning with how to know whether to negotiate at all and what to consider a positive outcome. This book is definitely worth a quick review/re-read before any major negotiation. Below is my short field manual for reference. Planning: * Before starting out, develop a BATNA and trip wire so you know exactly what you are trying to get out of negotiation and when it's no longer worth the time. Remember that the reason you negotiate is to produce something better than the results you can obtain without negotiating. * Start listing out (guessing is ok) what the interests of each side are * Brainstorm and list out any negative perceptions the other side has about you, and think of ways to counter these perceptions by acting in ways that are inconsistent with them * Make note of conflicting interests and brainstorm potential objective criteria for resolving them Negotiating: * Clearly identify and list out both side's interests (use a whiteboard) and then focus on a nonjudgmental brainstorming session to come up with ways to address various interests * During negotiation, always respond to positions and demands by asking for the principled justification (eg. how did you determine that?) * Continue to extract interests from positions and list them * Sit side by side facing the problem to reinforce as a team-based problem solving activity * Do not back down from your interests. Don't be glued to any positions, but stay hard on your interests and insist they be addressed objectively. * Don't fall for the "let's all agree and put an end to this" bandwagon. * Don't forget about your BATNA and trip wire. Know when to end negotiation. ... show more
Reviewed in the United States on January 23, 2016 by Abi Noda
    • Great Information, Could Use Better Layout
The title of Fisher and Ury's book is Getting to Yes - Negotiating Agreement without Giving In. It's a case where the title clearly lays out what the book is about. In Getting to Yes the authors present, step by step, how to find your way to a win-win solution that helps meet your goals while at the same time preserving the relationship so that future negotiations also go smoothly. This book was the assigned textbook for a college course I took on negotiation, but it's one of those fairly rare cases where the material that's useful for a college course is also immensely useful for off-the-street people in a variety of situations. This book avoids complicated jargon and long, droning background chapters. Instead, it plunges into helpful information to assist people in negotiating for a new car, negotiating issues with their landlords, and all the many ways we all negotiate for our position throughout life. Negotiation isn't just for union leaders trying to avert a strike. All of us negotiate each day as we try to juggle our many roles. We negotiate with our co-workers over assignments. We negotiate with our family members over chores. In an ideal world all of those discussions would go quickly, smoothly, and with as little strife as possible. Getting to Yes provided numerous helpful examples which made their points more easy to understand. It is so true that people tend to remember stories where they might not remember dry text. When I think about this book I do remember several of the stories clearly, and those help to represent the points the authors were making. The stories help remind me to focus on the issues when negotiating and to look for objective standards to work with. The information presented is wonderful, and immediately useful in life. On the down side, this is a new version of older material. The authors chose to keep the initial book in its original form and then add on additional information at the end. I appreciate for historical reasons why they wanted to do that. However, from a fresh reader point of view, I feel they should present an integrated whole which most clearly presents the full information. The way the book is laid out currently, you have to go back and forth to find all information on a given topic. Also, the format is not laid out for easy reference. If they went more for a "dummies" style with an easy to scan layout, graphs and charts to quickly find and scan, and quick end-summaries, that would make this more useful as a reference book to keep on a shelf. Right now if I had an issue to handle it would be less than quick to grab the book and find the answer. I would have to wade through the book to figure out where to get the support I needed. Still, I do recommend that everyone read this book at least once, to build their skills in negotiation. It's something we all have to do! ... show more
Reviewed in the United States on July 2, 2012 by Lisa Shea

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