Getting to Yes: Negotiating Agreement Without Giving In

Front Cover
Penguin, May 3, 2011 - Business & Economics - 240 pages
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.

From inside the book

Contents

Focus on Interests Not Positions
3
THE METHOD
11
The question Why? has two quite different meanings
54
YES
97
IN CONCLUSION
149
TEN QUESTIONS PEOPLE ASK ABOUT
151
Where are you in the negotiation?
155
Will your conscience bother you?
159
How should I adjust my negotiating
168
Concretely how do I move from inventing
175
QUESTIONS ABOUT POWER
181
3
196
68
198
147
203
Copyright

Other editions - View all

Common terms and phrases

About the author (2011)

Roger Fisher is the Samuel Williston Professor of Law Emeritus and director emeritus of the Harvard Negotiation Project.

William Ury cofounded the Harvard Negotiation Project and is the award-winning author of several books on negotiation.

Bruce Patton is cofounder and Distinguished Fellow of the Harvard Negotiation Project and the author of Difficult Conversations, a New York Times bestseller.

Bibliographic information