Getting to YES

Negotiating Agreement Without Giving In

A guide to negotiation from members of the Harvard Negotiation Project. This book offers a strategy for coming to mutually acceptable agreements. 

240 pages. ©2011.
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Reader Reviews for this Book

BookReader

Review posted April 21, 2019

5

A classic description of negotiation that seems to hold it's own over time. The audio version was well done and easy to follow along with.

Loriann848

Review posted March 7, 2019

4

Some repetitive info but worth a read.

taylorevans

Review posted February 21, 2019

5

As someone who is uncomfortable bringing up topics that might be more challenging to talk about with others such as asking for money for a fundraiser or addressing conflict during a meeting. This book is wonderful at not only examining how we bring up conversations, but is universal in framing statements to better enhance communication and minimize confusion and miscommunication.

watsonka

Review posted February 14, 2019

4

Very useful. Concise, well put together. Can read what you need and run through case studies.

MMasonma1

Review posted February 11, 2019

5

I wish I'd had "Getting to Yes" before I was married or a manager. I learned so much about negotiation that I can use in both my professional and personal life.

b.a.d.reeves

Review posted February 1, 2019

5

Getting to Yes: Negotiating Agreement without Giving In, by Roger Fisher and William Ury, is one of those books every mediator is advised to read. As they themselves note, many who read their book recognize they already practice many of the approaches or techniques they recommend for how to approach any kind of negotiation--except they do not know it. The value of this book is to clearly articulate the concepts by which interest based negotiation is pursued (what either side needs and why), as opposed to position based (what either side wants). By identifying the needs which a variety of possible solutions might satisfy, establishing criteria by which to judge the effectiveness of solutions, and establishing one's BATNA--Best Alternative to Negotiated Agreement--and encouraging the other side to do so as well, negotiators can reach good win-win agreements that are workable, meet every side's needs, and preserve on-going relationships with one another. The authors use a variety of examples--from situations requiring negotiating, from international treaties to business deals to landlord-tenant settlements to custody plans--to illustrates concepts. The writing is simple, direct, and well-organized, making for an easy but substantive read. I highly recommend it for anyone engaging in any type of negotiation, or helping others to negotiate as I do in my work.

dougsannes

Review posted December 3, 2018

4

Great book on negotiation.

Katie Dwyer

Review posted October 28, 2018

5

This is such an incredible book. I have been a reluctant negotiator in my life, but these insights make it clear that it really can be a collaborative and win-win exercise. I so appreciate this book!

jamiesmith

Review posted October 11, 2018

4

Great book didn't get exactly what I wanted so I may need to read up some more or practice some of the skills that the book has to offers.

KatyEugene

Review posted September 16, 2018

5

Excellent read. A must have in your book collection. A great tool for leadership.

sahenderson

Review posted July 31, 2018

2

I gained no skills from reading this book. The information in this book should be common sense to most adults.

DenniseK

Review posted June 16, 2018

5

A practical guide to getting closer to a win/win in negotiations. Whether working with an above board business partner to navigating the less-than-honorable person, this book will lead you down a path lined with fairness and respect. You'll become favorite person to work with!

kcbolton

Review posted May 15, 2018

4

Classic book on negotiation, worth a read again even if you've read it before.

Jantles

Review posted April 24, 2018

4

Good, practical information. I certainly feel more confident negotiating. As it talks about, we are all negotiating all the time, and this book is helping me practice my negotiating skills in a more intentional and effective way.

Ccantu

Review posted March 31, 2018

5

Very good book. Gives lots of examples on how not to give in so easy.

danielangela

Review posted March 28, 2018

4

Great book on how to negotiate without feeling like you have to give in.

[email protected]

Review posted February 26, 2018

5

Good book. States negotiation is not the most effective approach to get to what everyone wants and its not to see the negotiation game as a win/lose experience, but a way to develop relationships. Asking questions to find out more about an individual(s) position/interest, is more productive to come to alternative results that leads to win/win results.

emtpartington

Review posted November 29, 2017

5

Fisher and Ury provide excellent content and strategies for negotiating. A must read for all entrepreneurs !!!

lferg8

Review posted November 6, 2017

3

This book provides an excellent overview of problem-solving strategies to use for two seemingly opposing parties. These include identifying interests behind the positions of an argument, agreeing on standards, and something as simple as sitting on the same side of the table. These methods are somewhat common sense but it is nice to see them written out clearly and methodically in one place. The book leaves the reader wanting to try the system out and with suggestions for how to begin small. The book provides practical advice for any problem-solving encounter, not one that is strictly defined as negotiation.

pennielayn

Review posted October 22, 2017

5

Great book easy read!

beccanerstad

Review posted September 15, 2017

3

What I really liked about this book is that it walks you through practical applications and I found myself thinking about different chapters long after reading them. I would recommend this book.

Hazel

Review posted August 30, 2017

4

I enjoyed listening to this book and will do so again. The balance of clear, straightforward advice with illustrative examples felt just right. Much of the information will be useful far beyond typical negotiations, in the broader realm of "dealing with others."

kburnett

Review posted August 15, 2017

4

Extremely useful book regarding things to be aware of (for both sides) when attempting to negotiate different issues in order to maintain relationships

nshumaker

Review posted July 17, 2017

4

Maked me think about past situations and how I could have handled them differently. I'll be able to put the principles used into play.

sarahmweber

Review posted May 19, 2017

5

A really thorough and helpful book for those who struggle with negotiation.

HeidiVenture

Review posted May 5, 2017

5

It's a classic! Lots of good advice. Especially in small towns, negotiating shouldn't be about winning. You have to see these people again, in the grocery store, the PTA. And we really need our good relationships if we're going to build our communities.

efakkema

Review posted April 5, 2017

3

I'm an educator. The book was good, but I felt like i had to make all the connections to my career myself. I would definitely recommend it for business professionals. It would also be great for a book club where reading could be followed by discussion.

SHSmj64

Review posted March 14, 2017

4

Listening to the book again was a wonderful refresher of material. There is a lot of material so first timers with "Getting to Yes" may want to choose the book option. This would have been challenging if I was not already familiar with the concepts.

disse02

Review posted January 22, 2017

4

Excellent book on negotiation and useful for daily interaction.

heatherg

Review posted October 20, 2016

4

This is the kind of book you want to read if being pushy is not your thing. This teaches you how to negotiate your side without being pushy and allows for smoother communication by getting your views out there in a non-combative way. What a great read. I only gave it 4 stars because the techniques described are not always the best practice when negotiating with family or non-business environments.

cgilder

Review posted October 6, 2016

4

loved it great for sales

ckamiya

Review posted August 2, 2016

3

I tried this in audio form and could not get through it. The concepts made sense, but I would have enjoyed it more in print.

JimmBurton

Review posted July 22, 2016

4

Good review of negotiating strategies. Pushing for a win-win. Recognizes that not everyone negotiates in the same manor and discusses alternatives for "milder" negotiators.

saintchild

Review posted June 25, 2016

4

Sch a great resource for rethinking the bigger conversation!!

gillianl

Review posted June 22, 2016

4

I enjoyed the framework of this book - identifying common negotiation tactics that often don't work or even worsen relationships was a real eye-opener. I immediately began thinking of how our organization may not be using the most effective negotiation strategies internally, but also even with our own clients. I did find myself intermittently skeptical, just thinking that more difficult individuals (people who lie, for whatever reason, or use underhanded tactics, refuse to talk about common goals or separate 'positioning' from common ground), but the second half of the book does a decent job of addressing these issues and how you can negotiate around them. I also have to give the book the benefit of the doubt - it's basically relearning an entire form of negotiating, and I will have to start implementing the tools in my own life to real understand if they are effective or not. I can't just assume or make a judgment from reading. So, fingers crossed that this makes tough discussions easier going forward!

RoseRobin

Review posted June 7, 2016

3

I liked this book, though I wish it would have given more specific examples in order to understand the concepts.

mandy.stanley

Review posted May 25, 2016

4

Yet another great one! Thanks to the Ford Family Foundation!

Epi590

Review posted April 21, 2016

4

Getting to yes highlighted key persuasion and communication concepts that can be applied in a variety of professional and educational settings. Concepts like distinguishing between people and positions and looking for mutual gain are very intuitive applicable ways of thinking that leaders can employ to build morale and cohesion with their teams, suppliers and external partners.

staceyw

Review posted March 16, 2016

4

I enjoyed the pace of this book. While it did review some material from other authors and books, it didn't go into so much detail that it felt overdone. Before I had finished reading this book, a co-worker asked if she could read it when I was done!

username

Review posted March 9, 2016

4

I appreciate having the option to order audio versions of these titles.

pgratton01

Review posted February 18, 2016

5

A fantastic, easy to follow guide to understanding the process of negotiation. One of the keys...focusing on the issues, not the positions. Too often negotiations can devolve into brinksmanship. Instead, as the authors suggest, there are a number of ways to change the game, to break down walls rather than build them up.

nguyen7

Review posted January 26, 2016

4

Great book! Found very informative advice that I can apply to my every day life.

[email protected]

Review posted December 21, 2015

3

Another great addition to my professional library. Thanks.

jlazys

Review posted November 26, 2015

5

This book was extremely insightful and helpful for not just business but life, should be a required read. Good Stuff.

KristyAthens

Review posted November 15, 2015

4

Though this book is older (and updated and revised!), I found it had some great basic information about conversing ("negotiating" still has connotations of pursuing an end, rather than embarking upon a quest for understanding). Separating "people from the problem" is a great tactic and one that far too few people understand. What's worse, doing that does not sell newspapers, as it were, so our government and media seldom embrace this tactic--much the opposite. There is some great advice in this book.

kihnstang

Review posted November 13, 2015

4

Ultimately useful information and I loved having a CD I could listen to during my daily commute. I did feel like the focus was more aimed at serious negotiating instead of simple daily negotiations but the principles are the same.

Sebastian

Review posted October 8, 2015

5

Excellent! The best book on negotiating strategies I've ever read. The approaches offered in this book can be used in many different situations in which reaching agreements are necessary. Highly recommended.

renmull

Review posted October 6, 2015

5

Excellent book by the Harvard Negotiation Project. Great tips on separating the people from the problem, effective communication and options for mutual gain.

Lynne Patrick

Review posted September 6, 2015

2

good advice, a good book to listen to rather than read, a bit like homework

TGMPDX

Review posted August 11, 2015

4

Terrific - Practical and winsome. Some of the steps are a bit simplistic, but could become more robust with time and effort.

pbahmato

Review posted August 10, 2015

5

Getting to Yes is an excellent book to boost your leadership and communication skills. Negotiations in communications are a pivotal point in any conversation and/or business and to be able to read a book that can enhance these skills is beyond valuable. The book lays out different areas in which we as humans can work on in order to obtain these new skills or even how to make the skills that we already know become stronger. This is a great book and I would recommend it to anyone who is looking to better themselves.

rcamillucci

Review posted August 7, 2015

4

This book was a quick read with useful insight on the art of negotiation.

cvineyfly

Review posted July 14, 2015

5

Dr. Ury is amazing. This book really gives the reader great tools in negotiating for a better win-win-win. I really gained insight in "getting to the balcony." And, I would recommend this read to anyone!

kmier

Review posted April 28, 2015

5

This is by far my favorite book so far from the Select Book list. It is jam-packed full of thoughtful, concise strategy on how to negotiate in any kind of situation. They even address negotiating uncomfortable subjects like very difficult and manipulative people. This is great logic to carry into any kind of relationship whether it be with your child, spouse, coworker, business dealer, or terrorist. Highly recommended!

TammyDuncan

Review posted April 20, 2015

4

This book cannot get much better! It provides extremely effective ways to communicate and deal with almost every circumstance via negotiation! Absolutely instrumental in the corporate world, offering professional ways to communicate with others in the workplace and in your personal arena! I highly recommend this book to anyone wanting a fresh approach to successful communication ideas!

pmschulte

Review posted April 17, 2015

5

The insights and techniques in this book will be helpful not only in high stakes negotiations but in everyday interactions with colleagues, family, friends, etc. The many real life stories and examples are helpful in illustrating the points in the book and give meaning and context to the principles described. I will be using these techniques from now on. I highly recommend this book.

NWhite

Review posted March 17, 2015

5

This is a life changing book.

embbear

Review posted February 27, 2015

5

This is a great read for learning about leadership and negotiation. I really liked being able to have the audio option because I can listen to it at work.

amberking907

Review posted February 25, 2015

5

I really enjoyed reading this, and improving my negotiating skills, as well as being able to stay focused on topics, as well as remove and recognize emotion and ego.

SBJemica

Review posted February 8, 2015

5

This book is helpful in my daily work in economic development, non-profit management, general relationship and community building work.

beckmek

Review posted January 8, 2015

5

This is a wonderful tool to help you gain information and skills on successful negotiation. The chapters are arranged in a progressive step-by-step outline of tactics and tips. Highly recommend!

Klhdrh

Review posted December 1, 2014

4

Interesting perspectives on consensus.

iseesunshine

Review posted November 28, 2014

4

I wish I had read this many years ago. It's worth taking time to break down all the parts where negotiations can "break down" and leave things in permanent stalemate. I found it full of promise for better results.