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Das Harvard-Konzept: der Klassiker der…

Das Harvard-Konzept: der Klassiker der Verhandlungstechnik (original 1991; edition 2004)

by Roger Fisher, William Ury, Bruce M. Patton

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2,691292,204 (3.85)8
Title:Das Harvard-Konzept: der Klassiker der Verhandlungstechnik
Authors:Roger Fisher
Other authors:William Ury, Bruce M. Patton
Info:Frankfurt/Main [u.a.] : Campus-Verl., 2004.
Collections:Meine Sachbücher, Gelesene Sachbücher

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Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher (1991)


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Showing 1-5 of 25 (next | show all)
This is perhaps the classic work in the field of negotiation, and for good reason. Fisher and Ury start by showing the many problems with conventional "positional" bargaining, then proceed to lay out a much more principled approach that instead focuses on interests, separates the people from the problem, and allows for creative problem-solving to create win-win solutions, using objective criteria to define success.

While these principles provide the greatest value in the book, sometimes applying them to real-world situations can be difficult. So the authors go on to provide more specific techniques to use in various sticky situations. They give lots of examples, usually realistic and compelling.

Best of all, these principles and techniques aren't just for hardball business or political negotiations, but can be applied more broadly to all of your interactions and relationships. Want to learn how to deal with colleagues and coworkers more effectively? Keep minor disagreements with your spouse or kids from escalating into destructive arguments? The tools provided in this book can help.

And if you haven't read it yet, you might want to start with William Ury's "prequel" The Power of a Positive No, as I did. It's even better.

http://www.amazon.com/review/R9VNB3K5RA7P ( )
  AshRyan | Apr 10, 2015 |
More than three decades after its initial publication, "Getting to Yes" is a classic in transactional negotiations of all sorts, whether it be business or political. Despite being a product of the Harvard Negotiation Project, it's an easy read that mixes research and self help.

Fisher, Patton and Ury do well to write in a friendly, upbeat tone while peppering their arguments with real life examples either from global politics or anonymized examples from their research. Highly recommended. ( )
  jasonli | Jul 17, 2014 |
All of the advice in this book is obvious. However, it is a nice way to understand the why behind the how. And if you start to read the book and don't feel like it is obvious, then you will be pleasantly surprised by the way the author has boiled down the steps and explanations. You will come out a better negotiator and on the way to understanding simple mediation. ( )
  Sovranty | Mar 17, 2014 |
Along with Difficult Conversations and Beyond Winning this is one of three texts, plus handouts, used at a Negotiation course at Harvard Law taken by students all over the university--and by people from all over the world. At the end of the course, the students spontaneously rose to give the teachers a standing ovation. It's a very popular and valuable course--and this book deals with some of the techniques at the heart of it.

And no, this is not just for lawyers or diplomats or labor leaders. It applies to any of those kinds of situations where you have to make a deal, get something from someone without getting taken. That might mean negotiating a raise, coming to a price, resolving a dispute with a neighbor.

It talks about such techniques as looking for objective criteria, focusing on interests, inventing options--and knowing your BATNA. (Best Alternative to a Negotiated Agreement. In other words, know when and at what point to walk away rather than let yourself get pressured into something you can't live with.) I've gone back to this book and brushed up on the principles when I know I'm going to have to work at getting to yes. Very useful. ( )
  LisaMaria_C | Sep 15, 2013 |
Getting to Yes is a book well worth reading. It presents sage advice on how to unlock opposing parties and moving to successful mediation through a variety of arenas. The authors put forth solid, experienced-based approaches that can draw conflicting agendas on to common turf. He denigrates much of the traditional approaches to negotiation and dispute resolution and shows step-by-step processes about how to focus on individual interests rather than cement ourselves down to opposing positions. He suggests that using an objective criteria is much longer lasting and brings faster resolution than trying to get someone to change their mind and feelings about a conflict. The authors' experience ranges from negotiations with business disputes, family matters, to international terrorist dispute resolution. ( )
  larrydellis | Sep 10, 2013 |
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» Add other authors (21 possible)

Author nameRoleType of authorWork?Status
Roger Fisherprimary authorall editionsconfirmed
Ury, WilliamAuthormain authorall editionsconfirmed
Patton, Brucesecondary authorsome editionsconfirmed
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Information from the French Common Knowledge. Edit to localize it to your language.
To our fathers, Walter T. Fisher and Melvin C. Ury, who by examples taught us the power of principle.
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Information from the French Common Knowledge. Edit to localize it to your language.
During the last ten years negotiation as a field for academic and professional concern has grown dramatically.
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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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Rédigé par des spécialistes américains de la négociation et de la méditation , ce livre expose concrètement des strategies éprouvées pour apprendre à négocier et parvenir à un accord satisfaisant pour les 2 parties .
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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 Mon, 30 Sep 2013 13:32:42 -0400)

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"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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