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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)
User reviews
This book presents the method of negotiation adopted by the Harvard Negotiation Project. The authors stress principle-driven methods, rather than staking positions and "haggling." The authors are concerned with maintaining relationships while
I consider three stars to be a high rating for a "how-to" book, which this is. But I really can't fault it.
The whole book can be boiled down to an expression of Wheeton's Law: "Don't be a d*ck."
(Will have no use in political debates!)
1. Separating the PEOPLE from the problem
2. Focus on INTERESTS on posiions
3. Invention OPTIONS for mutual gain
4. Insist on using
It's a handy book for those who with very little knowledge of negotiating and a good starting point to learn more about getting agreement.
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.