Getting to Yes: Negotiating Agreement Without Giving in
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- Type：Epub+TxT+PDF+Mobi
- Create Date：2021-06-19 06:54:10
- Update Date：2025-09-06
- Status：finish
- Author：Roger Fisher
- ISBN：0143118757
- Environment：PC/Android/iPhone/iPad/Kindle
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Summary
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。
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。
Reviews
Cameron
，
Great book on negotiating and thinking win-win。This book gives you a lot of tactics to not only get what you want but to explain why you want it and how it's fair。 The book even addresses how to get around people who are uncooperative or dont want to "negotiate"Great book for any person in sales， politics， or anyone that has to deal with people a lot。 I would and probably do need to read again。 Great book on negotiating and thinking win-win。This book gives you a lot of tactics to not only get what you want but to explain why you want it and how it's fair。 The book even addresses how to get around people who are uncooperative or dont want to "negotiate"Great book for any person in sales， politics， or anyone that has to deal with people a lot。 I would and probably do need to read again。 。。。more
Lauren Adams
，
my grandma gave me this book after I said I was taking a negotiation class at school。 I might be too powerful for my own good now。 Great read with some points you can apply to your own life。 Don’t read too much into what is being said but consider how you can put yourself in the scenarios presented。
Prashant
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This is my second book on negotiation and while the first book laid a solid foundation， this book build a complete 10 storey building … slowly and gradually taking through multiple dimensions of the negotiation。 A must read for anyone。
tsetsen
，
Getting to Yes is a very pragmatic and useful book。 IMO it is a must-read book for those who are involved in any negotiations。 My only doubts are that book describes only tenets of effective negotiations。 the main issue of how to develop those skills and not being overwhelmed by emotions or poor habits is not covered。 It is one thing to know how to conduct negotiations but it is an entirely different thing to know how to apply those pieces of knowledge。 The whole trick is how to develop the skil Getting to Yes is a very pragmatic and useful book。 IMO it is a must-read book for those who are involved in any negotiations。 My only doubts are that book describes only tenets of effective negotiations。 the main issue of how to develop those skills and not being overwhelmed by emotions or poor habits is not covered。 It is one thing to know how to conduct negotiations but it is an entirely different thing to know how to apply those pieces of knowledge。 The whole trick is how to develop the skills。 Overall it is definitely a good book。 。。。more
Zadok
，
Good book。。need something related to it if possible。。。i read a book like dat at https://tripplejam。com very interesting too。。but dis really wowed me Good book。。need something related to it if possible。。。i read a book like dat at https://tripplejam。com very interesting too。。but dis really wowed me 。。。more
Avery
，
I read this book as a refresher before heading into a negotiation and I'm really glad I did。 There's a lot of great information in the book and it's set out at a good pace （no annoying filler etc，。） I read this book as a refresher before heading into a negotiation and I'm really glad I did。 There's a lot of great information in the book and it's set out at a good pace （no annoying filler etc，。） 。。。more
Peter Maurer
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Way more insightful than I expected。 A lot of these things are intuitive to poeple fairly good with negotiation， but hearing things explained as a formula was fascinating。
Brent Saindon
，
This is a well written summary of good negotiating advice。
Nina Helen
，
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Tiklu Ganguly
，
This is one of those books you cannot just say you are done reading。 Very good book on negotiation。 I have started applying some of the tactics from the book。 And planning to master the process given in this book
Luis Andrade M
，
Un buen libro para iniciar en Negociación。 Definitivamente es un buen libro， aunque me gusta más otros más recientes y con mayor profundidad。
Qasim Khokhar
，
It’s a great book on art of negotiating。 Author has given a working framework to use our knowledge and expertise adopted over years in a cogent manner。 There are key insights e。g。 attacking the problem and not person by separating the two， expanding the pie by inventing options for mutual gain， focusing on interests instead of positions ， having an objective criteria like standards， rules and precedents especially in the similar context， avoiding rejecting their positions despite people are fini It’s a great book on art of negotiating。 Author has given a working framework to use our knowledge and expertise adopted over years in a cogent manner。 There are key insights e。g。 attacking the problem and not person by separating the two， expanding the pie by inventing options for mutual gain， focusing on interests instead of positions ， having an objective criteria like standards， rules and precedents especially in the similar context， avoiding rejecting their positions despite people are finicky and sulking ， staying firm on our own positions and remaining impervious to pressure and dirty tricks， development of our own BATNA （ best alternative to Negotiated agreement） to buttress our unsteady position， understanding their interests， being generous instead of defensive especially doling out what matters to them but is low cost for ourselves， Using power of Questions instead of making statements and finally facilitating their decision by giving face saving and limited time offer。 It’s written in a simple diction ， is easy to digest， profound and full of labels and markers to facilitate application to real world。 Citations from top issues of the contemporary world have been given。 Writer is at home in nuances of labyrinth of negotiations。 。。。more
Ramis
，
Like it or not you are a negotiator ， well this book is highly applicable in the present world although most of the things mentioned by the author is very much common sense but still he provides a framework of how to be a sensible negotiator in every aspect of our life。
Syed Saqib Mumtaz Hashmi
，
Art of negotiation is very
Britney
，
It's a book about how to negotiate。 The advice may seem simple， and it kind of is， but it is pretty surprising how often people don't follow it。 The main point is instead of positional bargaining， we should focus on negotiating based on principles （what you actually want）。 It's a book about how to negotiate。 The advice may seem simple， and it kind of is， but it is pretty surprising how often people don't follow it。 The main point is instead of positional bargaining， we should focus on negotiating based on principles （what you actually want）。 。。。more
Nitin Chopra
，
In the beginning， I was very sceptical about the book and I thought that the context setting was also a little negative 。 But as I had been through 25% of the book， my perspective changed and I was thinking about the negotiations I had been a part of。 In retrospective， what I could have done to make a particular negotiation more positive？ I can see how this book would be a great help if I had read it around 2 years ago。I think， this is an excellent book to read as early in life as possible。 One In the beginning， I was very sceptical about the book and I thought that the context setting was also a little negative 。 But as I had been through 25% of the book， my perspective changed and I was thinking about the negotiations I had been a part of。 In retrospective， what I could have done to make a particular negotiation more positive？ I can see how this book would be a great help if I had read it around 2 years ago。I think， this is an excellent book to read as early in life as possible。 One might think the content of the book is what they already know （which I also what I thought many times，） but still go through it。This book doesn’t propose manipulation （that was my belief in the beginning。） Instead， it proposes a very transparent mutual interest way to work the problem， workshop the interest together with， if need be， an empathetic approach。 There is a sustainable ethic of human interaction present in this book that I find to be somewhat compatible with the beliefs that I have。 。。。more
Heather
，
A "new to me" acclaimed classic from seminal experts in the field of conflict resolution。 The updated revisions include more current examples of interpersonal to international disputes and lay out the authors' famous framework for negotiations。 If only it was as easy to implement as it is to read about。 A "new to me" acclaimed classic from seminal experts in the field of conflict resolution。 The updated revisions include more current examples of interpersonal to international disputes and lay out the authors' famous framework for negotiations。 If only it was as easy to implement as it is to read about。 。。。more
Ina
，
In terms of "enjoyment" during reading its more like 3-4 stars。 But given that I give 5 stars to books I'd want in my physical collection and books I'd strongly recommend others to read， it becomes an easy 5。 Could've been more concise though :D In terms of "enjoyment" during reading its more like 3-4 stars。 But given that I give 5 stars to books I'd want in my physical collection and books I'd strongly recommend others to read， it becomes an easy 5。 Could've been more concise though :D 。。。more
Amy
，
Sehr gutes Buch mit fundierter， logischer Technik und interessanten Beispielen。 Kann ich jedem empfehlen， der richtig Verhandeln möchte， nicht nur im beruflichem Umfeld。
Ashley Vu
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I'm so prepared to either be a diplomat or a lawyer lol。 This book is really articulate and logical in the way arguments are expressed。 I'm so prepared to either be a diplomat or a lawyer lol。 This book is really articulate and logical in the way arguments are expressed。 。。。more
Jerrome
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Learned a lot from this book， but got bored occasionally。 Definitely a good book to read for the everyday person。
Missy
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Preface: "Indeed the advent of the negotiation revolution has brought more conflict， not less。 Hierarchies tend to bottle up conflict， which comes out into the open as hierarchies give way to networks。 Democracies surface rather than suppress conflict， which is why democracies often seem so quarrelsome and turbulent when compared with more authoritarian societies。 The goal cannot and should not be to eliminate conflict。 Conflict is an inevitable and useful part of life。 It often leads to change Preface: "Indeed the advent of the negotiation revolution has brought more conflict， not less。 Hierarchies tend to bottle up conflict， which comes out into the open as hierarchies give way to networks。 Democracies surface rather than suppress conflict， which is why democracies often seem so quarrelsome and turbulent when compared with more authoritarian societies。 The goal cannot and should not be to eliminate conflict。 Conflict is an inevitable and useful part of life。 It often leads to change and generates insight。 Few injustices are addressed without serious conflict。 In the form of business competition， conflict helps create prosperity and it lies at the heart of the democratic process， where the best decisions result not from a superficial consensus， but from exploring different points of view and searching for creative solutions。 Strange as it may seem， the world needs more conflict， not less。 The challenge e is not to eliminate conflict， but to transform it。 It is to change the way we deal with our differences， from destructive， adversarial battling to hard-headed side-by-side problem solving。"Chapter 2: "We are seldom aware that other explanations may be equally valid。 Thus， in the union example， Jones was sure that the foremen， Campbell， had it in for him。 While Campbell thought it obvious that he was complementing Jones and doing him a favor by giving him responsible assignments。""Ultimately， however， conflict lies not in objective reality， but in people's heads。 Truth is simply one more argument， perhaps a good one， perhaps not， for dealing with the difference。 The difference itself exists because it exists in their thinking。 Fears， even if ill-founded， are real fears and need to be dealt with。 Hopes， even if unrealistic， may cause a war。 Fact， even is established， may do nothing to solve the problem。"Chapter 3: "In searching for the basic interest behind a declared position， look particularly for those bedrock concerns that motivate all people。 If you can take care of us basic needs， you increase the chance both of reaching agreement and， if an agreement is reached， of the other side's keeping to it。 Basic human needs include security， economic well-being， a sense of belonging， recognition， control over one's life。 As fundamental as they are， basic human needs are easy to overlook。 In many negotiations we tend to think that the only interest involved is money。。。what does a spouse really want in asking for $1，000 a week in alimony？"Chapter 4: "The physical reinforces the psychological。 Physically sitting side by side can reinforce the mental attitude of tackling a common problem together。 People facing each other tend to respond personally and engage in dialogue or argument。 People sitting side by side in a semi-circle of chairs facing a flip chart or white board tend to respond to the problem depicted there。""Preface constructive criticism with 'What I like best about that idea is。。。， might it be even better if。。。'""An outcome in which the other side gets nothing is worse for you than one that leaves them mollified。 In almost every case your satisfaction depends， to a degree on making the other side sufficiently content with an agreement to want to live up to it。"Conclusion: "Your reputation for honesty and fair dealing may be your single most important asset as a negotiator。" 。。。more
Andy Lucas
，
This book is worth revisiting every so often。 Really appreciated the idea of the BATNA （Best Alternative To a Negotiated Agreement， what you walk away with if you get nothing。）
Naroa
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1'5* 1'5* 。。。more
Rebecca Geiser
，
This book changed the way I lead every day。
Avinash Pandey
，
Negotiations are routine in your life。 You do it with your boss， company， friends， partner， wife and sometimes even with children。 Many of them get stuck or you become sour， as both parties juggle to retain their positional authority。 But instead， if we focus on our interests （ and the problem） rather then what our positions want， we can find a amicable solution to both parties， where both our interests can be taken care off。Look for options， where both parties can benefit and an objective crite Negotiations are routine in your life。 You do it with your boss， company， friends， partner， wife and sometimes even with children。 Many of them get stuck or you become sour， as both parties juggle to retain their positional authority。 But instead， if we focus on our interests （ and the problem） rather then what our positions want， we can find a amicable solution to both parties， where both our interests can be taken care off。Look for options， where both parties can benefit and an objective criteria such as market or government rates/indices provide rational background to fix the bargain。 In that no one looses （ much） and both parties gain （ much）。 。。。more
Olga Kit
，
Unnecessary words。 None of useful information。 Things that everyone understand without verbalism。
Artur Atson
，
Raskesti jälgitav ja mitte midagi praktikas rakendatavat ma enda jaoks ei leidnud。
Philip
，
Some good stuff。
Lars Ankile
，