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Getting to Yes: Negotiating Agreement Without Giving In
by: Roger Fisher, William L. Ury

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Binding: Paperback
Dewey Decimal Number: 158.5
EAN: 9780140157352
ISBN: 0140157352
Label: Penguin (Non-Classics)
Manufacturer: Penguin (Non-Classics)
Number Of Items: 1
Number Of Pages: 200
Publication Date: December 01, 1991
Publisher: Penguin (Non-Classics)
Sales Rank: 147
Studio: Penguin (Non-Classics)

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Editorial Review:

Product Description:
This is by far the best thing I've ever read about negotiation. It is 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. --John Kenneth Galbraith.

Amazon.com Review:
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

Customer Reviews

Average Rating: out of 5 stars

Rating:

- Good book
I have also read (next to "you can negotiate anything') the second version of the above book written by Roger Fisher and William Ury. The ideas in this book are meant to show ¡§how to get what you are entitled to while still getting along with the other side.¡¨
The author focuses on four points. 1/ separate the people from the problem, then 2/ focus on interest and 3/ invent options and lastly 4/ insist on using objective criteria.
In focusing on separating the people from the problem you should ask yourself ¡§Am I paying enough attention to the people problem?¡¨ The way through is thinking in three categories { perception, emotion and communication. Substantive issues and relationship are listed by the author .
A working relationship where trust, understanding, respect and friendship are built up over time can make each new negotiation smoother and more efficient (as I experienced myself, ... Read More

Rating:

- Qualified Outline of Negotiation Tactics
Getting to Yes is a collection of practical negotiation tactics presented in a straightforward and effectual manner. The authors encompass many of the key factors required for any successful negotiation. Much of the advice stems from the notion that understanding the interests of all parties is decisive; and the book focuses primarily on the various aspects of this methodology.

There are other books on the topic that incorporate a far more comprehensive examination, provide more samples, or even delve deeper into the psychology of persuasion; however, I have no doubt that if you are seeking to improve your negotiation abilities that this book will be a benefit to you.

Rating:

- Great
Great seller. Provided me with necessary information: such as condition of book, and when i would recieve it.

Rating:

- Boring but Potentially Helpful Guide to Basic Negotiating
If you are uncomfortable with your current negotiation technique and strategy and seek to improve it, this book will offer you great help. It is comprehensive and easy to read with lots of great examples. On the other hand, if you are comfortable with your current negotiation ability this book will seem repetitive and obvious. The authors make it clear that career negotiators who have read the book agree that it teaches them what they already know, but the negotiators also admonish the authors for outlining clearly and in laymen's terms "The Method" as they refer to it, even as a refresher. Note that this is not a sales strategy book that will help you get your way by any means, it is a book advocating healthy, relationship friendly negotiation.

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