books:

	Getting to Yes: Negotiating Agreement Without Giving In Roger Fisher, William L. Ury Penguin (Non-Classics), 1991 - 200 pages average customer review:based on 147 reviews view larger image
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highly recommended

Getting to Yes is a straightorward, universally applicable method for negotiating personal and professional disputes without getting taken -- and without getting angry.

It offers a concise, step-by-step, proven strategy for coming to mutually acceptable agreements in every sort of conflict -- whether it involves parents and children, neighbors, bosses and employees, customers or corporations, tenants or diplomats. Based on the work of Harvard Negotiation Project, a group that deal continually with all levels of negotiations and conflict resolutions from domestic to business to international, Getting to Yes tells you how to: Separate the people from the problem Focus on interests, not positions Work together to create opinions that will satisfy both parties negotiate successfully with people who are more powerful, refuse to play by the rules, or resort to "dirty tricks"

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One of the best books ever written on negotiation

This book changed the study and practice of negotiation since it was first published.

It is one of the most important books on negotiation ever written.

It is based on "interest based" negotiation and "expanding the pie" and then "dividing it". It is about cooperative negotiation and how this should be the default rule whenever possible.

It is excellent and a must read for any student of negotiation.


Fast Delivery

The book came in the mail within a couple of days. In good condition, no stray marks. Definitely would buy from seller again.

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A Book Needed by Every Manager in Business

As a corporate human resources director, I often find myself in the position of negotiator. This may be with unions, contractors, vendors or employees. After reading this book, I found that many of the `tips' actually work in the real world. Combined with the book by Jerry Spence How to Argue & Win Every Time: At Home, At Work, In Court, Everywhere, Everyday this book will have a very positive impact on your negotiating skills. Michael L Gooch, SPHR Author ofWingtips with Spurs


Good book to gain knowledge on doing negotiation

I wasn't about to read the book at all until my Proffesor demanded his students to do the assignment to read and write 10 great ideas about the containts of the book. I found a lot of examples the author uses to imply a negotiation in our life, and especially on business. I haven't finished reading it but planned to do it.

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Good introduction on negotiation


Since there are already 140 reviews, I'll keep it short.

"Getting to yes" has been recommended to me for many years and used as a basis of several trainings and discussions I had in the past. I finally decided to read the book to see if there is anything more than what I heard earlier. From that perspective, I was disappointed. Though, looking at the book without previous knowledge, I'd say that it's a great introduction to principled negotiation, probably the best there is.

The core of the book tries to explain the reader that negotiating about fixes positions is most of the time a lose-lose scenario. Therefore it's better to try to look at what both negotiators interests are and then try to work from there. Then by using these interests, the negotiators will be able to find a solutions with is mutual beneficial for both parties. That way a negotiations turns into a win-win situation and also does not have any personal impacts on the people doing the negotiation.

From this core perspectives, the authors approach different topics related to negotiation. When to negotiate (having you're alternative). Ways to brainstorm solutions. Ways to negotiate with many parties. Working in a principled way if the person with whom you are negotiating is not, etc etc.

The second edition ends with a section on answers to common questions, which almost summarizes the book itself.

"Getting to Yes" is a small book (though it could have been smaller!) and is definitively worth reading. It wasn't as good as I expected, but have not seem a better book on this topic. Recommended.

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reviews: page 1, 2, 3, 4, 5, 6, 7, 8, 9, 10

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