3 Review(s)

Getting To Yes: Negotiating An Agreement Without Giving In originally published in 1981 is considered a classic book on negotiation skills, and advocates the use of the 5 step method of principled negotiation. Summary Of The Book Getting To Yes: Negotiating An Agreement Without Giving In is a non fiction book that has been in existence since more than three decades and was written by two noted members of the Harvard Negotiation Project, Roger Fisher, and William Ury. This book helped millions of readers understand the psychology of negotiation, and is credited with establishing the method of ‘principled negotiation’, enabling many individuals to successfully negotiate win win agreements with others, in their personal and professional lives. Getting to Yes: Negotiating An Agreement Without Giving In focuses on the idea that effective negotiation requires finding acceptable solutions for both the parties involved, by understanding needs of the negotiators as being either flexible or fixed. As suggested in the book, a method known as principled negotiation or negotiation of merits must be used in order to arrive at the best solution. This method involves five principle guidelines which include, Focussing on interests, not on positions, Insisting on using objective criteria, Separating the person from the problem, Knowing one’s BATNA (Best Alternative To Negotiated Agreement), and Inventing options for mutual gain. Through these clearly defined principles, the book makes the art of negotiation a lot simpler and achievable for individuals, creating a framework that has proven to be highly effective in ensuring success, so much so, that numerous school districts in the United States adopted this book and followed its principles, to help their students gain an understanding of ‘non-adversarial bargaining’. Getting to Yes: Negotiating An Agreement Without Giving In has remained a consistent bestseller having featured on Business Week's ‘Best-Seller’ list for three whole years. About The Authors Roger Fisher was the Director of the Harvard Negotiation Project and taught negotiation at Harvard Law School as the Williston Professor of Law Emeritus. He has co-authored many books including Getting It Done: How to Lead When You're Not in Charge, Getting Ready to Negotiate: The Getting to Yes Workbook, Beyond Reason: Using Emotions as You Negotiate, and Getting Together: Building Relationships as We Negotiate. A renowned negotiations expert, he founded two companies namely, Conflict Management Group, and Conflict Management, Inc., which specialised in offering negotiation training and strategic consulting services to their clients. William Ury is a well known negotiation specialist and one of the co-founders of Harvard's Negotiation Program, who also directs the War Prevention Project for them. He is the author of the book, Getting Past No. Having earned a B.A. from Yale University, and a Ph.D. in Anthropology from Harvard University, he has consulted for many leading American companies and establishments including, the Pentagon, and the White House. His books have sold millions of copies internationally. He is based in Boulder, Colorado.