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Getting to Yes: Negotiating Agreement Without Giving In

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Manufacturer: Penguin (Non-Classics)
List Price: $16.00
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Average Ratings:

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.


DESCRIPTION:

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: 1991-12-01
Publisher: Penguin (Non-Classics)
Studio: Penguin (Non-Classics)


SIMILAR ITEMS:

• Getting Past No
• Difficult Conversations: How to Discuss what Matters Most
• Bargaining for Advantage: Negotiation Strategies for Reasonable People 2nd Edition
• Influence: The Psychology of Persuasion (Collins Business Essentials)
• Beyond Reason: Using Emotions as You Negotiate


CUSTOMER REVIEWS:

Customer Rating:
Summary: one of the best books i Ever read.
Comment: this book is written in plain English but has some very strong ideas and tips.

Customer Rating:
Summary: A perennial favorite that has lost none of its relevance
Comment: As other reviews provide a summary, I would like to concentrate on what the book means to me personally. By focusing attention on interests and away from egos, I find the methods it introduces border on the therapeutic. This is not a bad thing, since every negotiation is the product of personal interaction. Addressing the confounding effects of personality and ego directly simply makes sense.

Getting To Yes is the only book I consistently wish I had read sooner. It was first recommended to me in an undergraduate political science class. Since then I have re-read it every few years, and gifted it on numerous occasions -- including 3x this year alone. The last occasion was my extremely gifted niece's 10th birthday.

The clarity of expression and the usefulness of the principles described make it suitable for any high school student. It is simply one of the most "hands-on" books I have ever encountered -- in any field. A strong buy recommendation for anyone interested in being a better advocate for themselves.

Customer Rating:
Summary: Classic reference for negotiation
Comment: Although it is the require reference of for the course I registered, it is a helpful handbook for negotiation.

Customer Rating:
Summary: Great everyone should read it
Comment: Have used this book many times to help people gain effectiveness and avoid unnecesary conflict at work and home. Highly recommend it.

Customer Rating:
Summary: One of the best books, if not the best book, on negotiation humanity has to offer.
Comment: I'll start from a different tack to the other reviewers. I researched Roger Fisher's life. Here is my "biography". Born in the USA in 1922, he was 19 when Japan bombed Pearl Harbor and off he was sent to the killing fields. After the war, he studied law and practised litigation for about a decade. To this point in his life, he had seen very little apart from people beating each other over the head either physically or emotionally/psychologically to gain an advantage and a victory. A turning point came when he asked, "is there another way?". For the next two decades, he spent his time with high-class negotiators. The best in the business. He asked, observed and practised. Today, it is called Alternative Dispute Resolution. I'm not sure it had a name back then but I've heard mediators who have been in the field for a long time say that they witness the counter-parties grow as people. In the late 70s, Fisher started writing the book and in 1981, it was published. The second edition has the ten most commonly asked questions readers of the book had over the next decade along with Fisher's, Ury's and Patton's responses.

I have started to apply the principles of the book in the six months since I first read it and I feel that *both* the outcomes I achieve in negotiations and the depth of my relationship with others have improved. I still have a long way to go but I feel I am on a track which is healthy. If people want to obtain what they want and have good relationships, this is required reading. I want to make one point so that it is not lost on anyone. Applying the principles in this book does not mean becoming a softie or pushover in negotiations. If that is what is happening, the book is not being applied correctly.

If people want to "win", I put it to you that it will show over the long term and your actions will not be sustainable in your own life and the life of others. In which case, what is the point?

In terms of results which Roger Fisher himself has achieved, he recently was able to settle a decades long territorial dispute between two Sth American nations.

I believe that the principles illuminated in this book are the way of the future.

All the best.
Tom.
tom(dot)369(at)hotmail(dot) com

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