How To Negotiate Effectively: GETTING TO YES - Negotiating an Agreement Without Givning In, Principled Negotiation, Joint Porblem Solving (Harvard Negotiation Project)

Getting To Yes

Roger Fisher, William Ury, Bruce Patton, The Harvard Negotiation Project

Negotiating an Agreement Without Giving In

→ Wise Agreement

Review by Professor Donald Mitchell

In virtually all circumstances where people are working together, they come to agreement in ways that short-change the interests of everyone involved. This landmark book shows practical ways to find out what other people want, and to devise better alternatives that create a "win" for everyone. The authors do a great job of overcoming the preconception that many hold that working on problems means that you have to be unpleasant. The advice to be hard on the → problems and easy on the people (building a relationship) is a key concept that everyone can use.

→ Problem Solving Strategies: 4 Levels

I have found this book to be one of the most helpful that I have every read, and I cite its lessons in my own book. I recently had a chance to use these principles in a negotiating workshop with veteran negotiators, and I was struck by how few people apply the lessons of GETTING TO YES. You will vastly improve your life if you read and practice the ideas in GETTING TO YES.