Getting to Yes Negotiating Agreement Without Giving in, Roger Fisher, William Ury. (Paperback 0140065342) Book Reviews,

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Getting to Yes Negotiating Agreement Without Giving in
Author: Roger Fisher, William Ury

"Getting to Yes" offers a concise, step-by-step, proven strategy for coming to mutually acceptable agreements without getting taken--and without getting angry. A step-by-step guide for dealing with conflict involving parents and children, neighbors, bosses and employees, customers or corporations, tenants or diplomats. — We're const... more »antly 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. The foundation of all great negotiation books, Getting to Yes gives you the real essence of mutual gains negotiation. It's a neat, concise, little paperback, and a fast read. It's so neat and concise, in fact, that you should buy multiple copies and hand them out to people you like - or to people you want to like you. I've read it a dozen or so times and I keep finding new insights. The main ideas of the book are that positional negotiation is pointless, and that our negotiations should focus on interests rather than positions. As far as I'm concerned, if that's the only thing you recall from reading this book, you'll have learned something indispensable. But, by the time you finish Getting to Yes, you'll be convinced that negotiation is a simple matter of figuring out what you really want, what the other side wants, and working out the space where those interests intersect -- despite the generalizations, deletions, and distortions the other side might use to confuse you. One of the leading fundamental constructs presented in Getting to Yes - which differs radically from my own number one tenet - is "separate the people from the problem." Getting to Yes proposes that problems exist objectively and can be analyzed on their own merits, independent of people's perceptions, attributions, and relationships. My contention is that a problem only exists to whatever extent it is perceived by the beholder. As such , there is no problem if you separate the people from it. In real life, it's impossible to disentangle people issues from discussions of "concrete substance." Regardless of the prescriptive in Getting to Yes, real problem solving negotiations require constant simultaneous attention to the problem and the people. The skills you really need to extract and understand others' perceived interests in the context of a relationship aren't taught in Getting to Yes. The book diagnoses the conditions that cause difficulty in negotiation, but doesn't offer all components of the cure. Nevertheless, one dose each of Sales Effectiveness Training and Getting to Yes should cure just about anything that ails any normal negotiation. As John Kenneth Galbraith says of Getting to Yes, "This is by far the best thing I've ever read about negotiation...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."

ISBN-13: 9780140065343
ISBN-10: 0140065342
Publication Date: 1/27/1983
Pages: 161
Rating:

Currently 4/5 Stars.

4 stars, based on 25 ratings

Publisher: Penguin Books
Book Type: Paperback
Other Versions: Hardcover, Audio Cassette, Audio CD
Members Wishing: 0
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Top Member Book Reviews

MaryJean Z. (jysgirl) reviewed Getting to Yes: Negotiating Agreement Without Giving in on 11/23/2005 + 23 more book reviews

Helpful Score: 2

Bought it for a college course I was taking. Very easy read. Good concepts.

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Maryann H. (MaryannLovesBooks) reviewed Getting to Yes: Negotiating Agreement Without Giving in on 3/3/2006 + 50 more book reviews

Helpful Score: 2

The National Bestseller "Getting to Yes" A guide to Negotiateing Agreement Without Giveing In" A straightforward method for negotiating personal disputes without getting taken - and without getting angry

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Sue E. (Susanaque) - , reviewed Getting to Yes: Negotiating Agreement Without Giving in on 6/24/2006 + 422 more book reviews

Helpful Score: 2

This book offers a concise way of coming to mutually acceptable agreements in every sort of conflict-whether it involves parents and children, neighbors, bosses and employees, customers or corporations, tenants or diplomats. You find out how to seperate the people from the problem. Focus on interests, not positions. Working together to come up with a soultion that will satisfy everyone.

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Teresa F. (DrTeresa) reviewed Getting to Yes: Negotiating Agreement Without Giving in on 8/23/2007 + 47 more book reviews

Helpful Score: 2

This book is great for negotioations in your personal life as well as business. Advice anyone can follow and learn from.

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Amy N. (cyberkitty) reviewed Getting to Yes: Negotiating Agreement Without Giving in on 12/11/2006

Helpful Score: 1

A straight forward, universally applicable method for negotiating personal and professional disputes without getting taken- and without getting angry.

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Tracey W. (tracey13) reviewed Getting to Yes: Negotiating Agreement Without Giving in on 6/28/2006 + 310 more book reviews

Great for personal and professional use.

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Nancy M. reviewed Getting to Yes: Negotiating Agreement Without Giving in on 3/28/2007

An easy read. Includes exercises to help figure out your specific issues.

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Dan R. reviewed Getting to Yes: Negotiating Agreement Without Giving in on 10/18/2006 + 12 more book reviews

Getting to YES offers a proven strategy for coming to agreements in every sort of conflict! Should you read it? YES!!!

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Mac L. (mac) reviewed Getting to Yes: Negotiating Agreement Without Giving in on 9/4/2005 + 15 more book reviews

This is a great book about negotiations that is useful in the home, the workplace, and anywhere else more than one person gathers together. The authors focus on finding solutions to problems, that are win-win, rather than having to "give in," to solutions that are not workable. I've got several copies of this book, because I give it to people often.

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Genevieve G. (wisergen) reviewed Getting to Yes: Negotiating Agreement Without Giving in on 8/23/2011 + 12 more book reviews

Getting to Yes is a great, classic book about negotiation. It is easy to read and gives applicable examples.

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