Book Summary

The book “Getting to Yes: Negotiating Agreement Without Giving In” by Roger Fisher and William Ury focuses on the concept of principled negotiation, a method of negotiation that emphasizes cooperation, mutual interests, and creative problem-solving to achieve mutually beneficial outcomes.

Title, Author: Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher and William Ury

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Key Ideas or Arguments Presented

The authors argue that traditional negotiation tactics often lead to unsatisfactory outcomes, and that adopting a principled negotiation approach will yield better results for all parties involved. They outline four key principles of principled negotiation:

  1. Separate the people from the problem
  2. Focus on interests, not positions
  3. Invent options for mutual gain
  4. Insist on using objective criteria

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Chapter Titles or Main Sections of the Book

Part One: The Problem

  • 1. Don’t Bargain Over Positions: This chapter discusses the inherent limitations of positional bargaining and introduces the need for principled negotiation.

Part Two: The Method

  • 2. Separate the People from the Problem: The authors emphasize the importance of addressing interpersonal issues separately from the negotiation itself, in order to avoid emotional entanglements that can hinder progress.
  • 3. Focus on Interests, Not Positions: This chapter highlights the need to identify the underlying interests of each party, rather than focusing on their stated positions, to reach mutually beneficial agreements.
  • 4. Invent Options for Mutual Gain: Fisher and Ury advocate for brainstorming creative solutions that can satisfy the interests of all parties involved.
  • 5. Insist on Using Objective Criteria: The authors stress the importance of basing negotiation outcomes on objective criteria to ensure fairness and prevent biased decision-making.

Part Three: Yes, But…

  • 6. What If They Are More Powerful?: This chapter addresses the issue of power imbalances in negotiation and suggests strategies for leveling the playing field.
  • 7. What If They Won’t Play?: The authors provide advice on how to handle situations where the other party refuses to engage in principled negotiation.
  • 8. What If They Use Dirty Tricks?: Fisher and Ury offer guidance on how to recognize and counteract manipulative negotiation tactics.

Key Takeaways or Conclusions

The authors conclude that adopting the principles of principled negotiation can lead to more productive, fair, and mutually satisfying outcomes in a variety of contexts. They emphasize the importance of collaboration, creativity, and focusing on underlying interests, rather than positions, to achieve win-win agreements.

Author’s Background and Qualifications

Roger Fisher (1922-2012) was an American lawyer, professor at Harvard Law School, and a negotiation and conflict resolution expert. William Ury is an American author, academic, and negotiation expert who co-founded the Harvard Negotiation Project with Fisher.

Comparison to Other Books on the Same Subject

“Getting to Yes” is often compared to other negotiation classics, such as “Influence” by Robert Cialdini and “Never Split the Difference” by Chris Voss. While all three books provide valuable insights into negotiation techniques, “Getting to Yes” stands out for its emphasis on principled negotiation, focusing on cooperation and mutual interests.

Target Audience or Intended Readership

The target audience for “Getting to Yes” includes professionals in business, law, diplomacy, or any other field that involves negotiation, as well as individuals interested in improving their personal negotiation skills.

Reception or Critical Response to the Book

“Getting to Yes” has received widespread praise for its groundbreaking approach to negotiation and conflict resolution. It has been translated into numerous languages and has sold millions of copies worldwide.

Publisher and First Published Date

“Getting to Yes” was first published in 1981 by Houghton Mifflin Company.

Recommendations (Other Similar Books on the Same Topic)

Where to buy

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Final Thoughts

The core principle of “Getting to Yes” is that adopting a cooperative, interest-based approach to negotiation, rather than positional bargaining, leads to more effective and mutually beneficial outcomes.

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