Getting to Yes: Negotiating Agreement Without Giving In [revised second… (1991)

by Roger Fisher, William Ury (Author)

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While it does leave to feeling like Jack Donaghy after a six hour Six Sigma marathon, there's plenty of advice.

The whole book can be boiled down to an expression of Wheeton's Law: "Don't be a dick." (

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djryan | Apr 5, 2013 |

By its own admission this is a book that should leave you feeling like you knew all of the main points. That said, it's a short and well-structured reminder of how to practice negotiation without fruitless positional tactics. I can't recall if I liked it better than the related Getting Past No. (

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abdelazer | Mar 31, 2013 |

A very good book on negotiating. A must-read before entering any serious negotiation. Focus on "priniciple-based" negotiation, and being "hard on the problem" and "soft on the people". A short book to be revisited again and again. (

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jvgravy | Oct 13, 2012 |

While this was a book that was not necessarily one I would have picked up on my own, I did get something out of reading it. I am in the process of negotiating a dissolution with my former partner, and despite the emotional turmoil I am feeling because of it, this book helped to outline options for negotiation, helped to teach me to be able to read his signals more appropriately, and helped to make me feel more in control of my piece of the negotiation. (

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HippieLunatic | Aug 29, 2012 |

One reason I love this book is because the insight on the BATNA - the Best Alternative To a Negotiated Agreement. This one principle can help just about anyone avoid some of their conflicts. (

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JRandolphT | Jan 14, 2012 |

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Author name	Role	Type of author	Work?	Status
Roger Fisher	—	primary author	all editions	confirmed
Ury, William	Author	main author	all editions	confirmed

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Getting to Yes: Negotiating Agreement Without Giving In [revised second edition]

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1991

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Epigraph

Dedication

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To our fathers, Walter T. Fisher and Melvin C. Ury, who by examples taught us the power of principle.

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During the last ten years negotiation as a field for academic and professional concern has grown dramatically.

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(Click to show. Warning: May contain spoilers.)

Disambiguation notice

This is the revised / second edition, first published in 1991 with additional material and adding Bruce Patton as an author (instead of an editor). Please do not combine it with the original 1981 edition.

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Wikipedia in English (6)

Getting to YES

Interpersonal communication

Mutual Gains Approach

Negotiation

Roger Fisher (academic)

Wikipedia:Negotiation

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Amazon.com Amazon.com Review (ISBN 0140157352, Paperback)

We're constantly negotiating in our lives, whether it's convincing the kids to do their homework or settling million-dollar lawsuits. For those who need help winning these battles, Roger Fisher has developed a simple and straightforward five-step system for how to behave in negotiations. Narrated soothingly by NPR announcer Bob Edwards, Fisher adds the meaty portions of the material with a sense of playfulness. The blend of voices makes this tape easy to listen to, especially the real-life negotiating scenarios, in which negotiating examples are given. This is a must-have tape for every businessperson's car. (Running time: one hour, one cassette) --Sharon Griggins

(retrieved from Amazon Sun, 06 Jan 2013 11:45:12 -0500)

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▾Library descriptions

"Since it was first published in 1981 Getting to Yes has become a central book in the Business Canon: the key text on the psychology of negotiation. Its message of "principled negotiations"--finding acceptable compromise by determining which needs are fixed and which are flexible for negotiating parties--has influenced generations of businesspeople, lawyers, educators and anyone who has sought to achieve a win-win situation in arriving at an agreement. It has sold over 8 million copies worldwide in 30 languages, and since it was first published by Penguin in 1991 (a reissue of the original addition with Bruce Patton as additional coauthor) has sold over 2.5 million copies--which places it as the #10 bestselling title overall in Penguin Books, and #3 bestselling nonfiction title overall. We have recently relicensed the rights to Getting to Yes, and will be doing a new revised edition--a 30th anniversary of the original publication and 20th of the Penguin edition. The authors will be bringing the book up to date with new material and a assessment of the legacy and achievement of Getting to Yes after three decades"--… (more)

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