Getting to Yes Negotiating Agreement Without Giving In

We’re constantly 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. Narrated soothingly by NPR announcer Bob Edwards, Fisher adds the meaty portions of the material with a sense of playfulness. The blend of voices makes this tape easy to listen to, especially the real-life negotiating scenarios, in which negotiating examples are given. This is a must-have tape for every businessperson’s car. (Running time: one hour, one cassette) –Sharon Griggins

User Ratings and Reviews

5 Stars Getting to YES
This is an old book that is relevant to today’s world. We have used it in relation to Educational Leadership and in class people’s responses ranged from “I have been doing it that way” to “Wow, this is great, I’ve learned so much”. Basically an easy read but give yourself time to take it one chapter at a time to allow the overall concept to filter into the details of each chapter’s information.

5 Stars Great Seller
Great seller, book arrived quickly and exactly as described. Would definitely deal with this seller again.

3 Stars Informative how-to
As one of the reviewers already said, it’s a good intro to negotiating. I find it a bit dry towards the middle, and also somewhat repetitive. I agree with one reviewer who said that there aren’t enough solid examples of the techniques and principles discussed. But it does give another way to negotiate. I especially like the chapters about when people refuse to “play the same game” as you, as in using “dirty tricks” and “digging in” to their positions. The authors do provide advice on how to counter these tactics, but it’s much easier said than done.

5 Stars Essential Reading
Getting to Yes presents the theoretical framework for negotiating agreement. This book is at the foundation of curricular materials produced by the Harvard Negotiation Project, Educators for Social Responsibility and many Mediation models. Because of its impact in the field, it is essential reading. It is important to keep in mind that this book was written for adults. I find some of the “strategy” manipulative. Consequently, some of the suggestions in the book for “getting what one wants” may present ethical problems for some people.

3 Stars More to Negotiating than ‘Principled Negotiations’
I have taught this book at the college level, as well as had it in college myself. I would like to add a comment on the context for what the authors term, “principled negotiations.” They focus on this to the exclusion of many interesting negotiation techniques. Despite the effectiveness of ‘principled negotiations’ in many – perhaps most – negotiating situations, it leaves at least several interesting and effective techniques unexplored. In fact, my experience with students is that they put all their eggs in this basket, and then can’t quite discover why they are not making more progress in their business negotiations. I actually would recommend a number of other books for this purpose, and will do so through Amazon. Negotiation Boot Camp: How to Resolve Conflict, Satisfy Customers, and Make Better DealsThe 50 Best (and worst) Business Deals of All TimeBeyond Reason: Using Emotions as You NegotiateSecrets of Power Negotiating

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