Getting to yes

by Roger Fisher, William Ury

Getting to Yes

Negotiating agreement without giving in

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Getting to Yes Book Summary


How do you Negotiate? What guidelines do you follow? Is there some sort of "plan"? All of these and more will become clear in this bestselling book based on work by the Harvard Negotiation Project. Work together and think win-win to get better results in work and life.


Getting to Yes Negotiation principles


In Getting to Yes 5 key principles on negotation are lined out:

  • Seperating the people from the problem
  • Focus on interests, not positions
  • Creatively invent option for mutual gain
  • Use objective criteria
  • Knowing your BATNA (Best Alternative To Negotiated Agreement)


Timothy's comment on Getting to Yes:


This was the first book I read on negotiating. For a person with little natural people-skills I liked the straightforward and step-by-step way to learn about negotiating. Getting to yes is a short book with a lot of powerful lessons and the key principles on negotiation are a great way to remind yourself "how to negotiate".


Watch William Ury's TED-talk on Negotiation and Getting to Yes: