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| Getting to Yes: Negotiating Agreement Without Giving In | 
 enlarge | Authors: Roger Fisher, William L. Ury
Creator: Bruce Patton
Publisher: Penguin (Non-Classics)
Category: Book
List Price: $15.00
Buy Used: $4.78
You Save: $10.22 (68%)
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Avg. Customer Rating:  154 reviews
Sales Rank: 132
Media: Paperback
Number Of Items: 1
Pages: 200
Shipping Weight (lbs): 0.4
Dimensions (in): 7.7 x 5 x 0.7
ISBN: 0140157352
Dewey Decimal Number: 158.5
EAN: 9780140157352
ASIN: 0140157352
Publication Date: December 1, 1991
Availability: Usually ships in 1-2 business days
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Amazon.com Review
We're constantly negotiating in our lives, whether it's convincing the kids to do their homework or settling million-dollar lawsuits. For those who need help winning these battles, Roger Fisher has developed a simple and straightforward five-step system for how to behave in negotiations. Narrated soothingly by NPR announcer Bob Edwards, Fisher adds the meaty portions of the material with a sense of playfulness. The blend of voices makes this tape easy to listen to, especially the real-life negotiating scenarios, in which negotiating examples are given. This is a must-have tape for every businessperson's car. (Running time: one hour, one cassette) --Sharon Griggins
Product Description
This is by far the best thing I've ever read about negotiation. It is equally relevant for the individual who would like to keep his friends, property, and income and the statesman who would like to keep the peace. --John Kenneth Galbraith.
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| Customer Reviews: Read 149 more reviews...
 Good book January 8, 2009
I have also read (next to "you can negotiate anything') the second version of the above book written by Roger Fisher and William Ury. The ideas in this book are meant to show how to get what you are entitled to while still getting along with the other side.
The author focuses on four points. 1/ separate the people from the problem, then 2/ focus on interest and 3/ invent options and lastly 4/ insist on using objective criteria.
In focusing on separating the people from the problem you should ask yourself Am I paying enough attention to the people problem? The way through is thinking in three categories { perception, emotion and communication. Substantive issues and relationship are listed by the author .
A working relationship where trust, understanding, respect and friendship are built up over time can make each new negotiation smoother and more efficient (as I experienced myself, with Schoenwald being the third hotel from which I have purchased china).
To focus on the interest, you should focus on the human needs. If you want the other side to stimulate your interests, begin by demonstrating that you appreciate theirs declare the authors, and suggest making a list of specifics interests.
Identify interest by asking why and why not, and especially look for share interest.
In understanding the interests of the other side well, you may invent ways of reconciling interests on the value of an ongoing relationship. However, you will always face the harsh reality of a conflict of interests.
The key action for inventing options is brainstorming. The authors propose three steps fro creative options - brainstorming, during brainstorming and after brainstorming .You should generate many options before selecting among them. Invent first, decide later.
The other side is more likely to accept a solution if it seems the right thing to do in terms of being fair, legal, honorable and so forth (principled standards). Principled negotiations (based on objective criteria such as market value, precedent, efficiency, cost or tradition) produce wise agreements amicably and efficiently.
On page thirteen the authors suggest how to switch from positional bargaining to principled negotiation in five steps.
BATNA (Best Alternative To a Negotiated Agreement) is the only standard that protects you from accepting terms that are too unfavorable and from rejecting terms that would be in your interest. The BATNA has to be prepared carefully because the better the BATNA, the greater your power. Negotiations only make sense if you are likely to achieve better than your BATNA.
The three-step process to develop the BATNA is: 1/ invent a list of actions to take if no agreement is reached, 2/ improve some of the most promising ideas and 3/ select the one alternative that seems best. This will not only enable you to decide the minimally acceptable agreement but will help you to raise the maximum.
In the "ten questions people ask about Getting to Yes" (which are the main part of the review) the author provides answers about dealing with people, tactics, power and fairness and principled negotiation.
The author's last suggestion is how to make best use of your potential power by using each source of power in harmony with others sources and not using the strongest power alone. To be more efficient as a negotiator you should believe in what you are saying and doing, so you are comfortable.
Qualified Outline of Negotiation Tactics December 11, 2008
Getting to Yes is a collection of practical negotiation tactics presented in a straightforward and effectual manner. The authors encompass many of the key factors required for any successful negotiation. Much of the advice stems from the notion that understanding the interests of all parties is decisive; and the book focuses primarily on the various aspects of this methodology.
There are other books on the topic that incorporate a far more comprehensive examination, provide more samples, or even delve deeper into the psychology of persuasion; however, I have no doubt that if you are seeking to improve your negotiation abilities that this book will be a benefit to you.
 Great October 14, 2008
Great seller. Provided me with necessary information: such as condition of book, and when i would recieve it.
 Boring but Potentially Helpful Guide to Basic Negotiating October 7, 2008
If you are uncomfortable with your current negotiation technique and strategy and seek to improve it, this book will offer you great help. It is comprehensive and easy to read with lots of great examples. On the other hand, if you are comfortable with your current negotiation ability this book will seem repetitive and obvious. The authors make it clear that career negotiators who have read the book agree that it teaches them what they already know, but the negotiators also admonish the authors for outlining clearly and in laymen's terms "The Method" as they refer to it, even as a refresher. Note that this is not a sales strategy book that will help you get your way by any means, it is a book advocating healthy, relationship friendly negotiation.
More pie September 23, 2008
This book does a great job of helping the reader understand that rather than just focusing on getting the biggest piece of the pie, we should find ways to make the pie bigger.
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