Getting to Yes: Negotiating Agreement without Giving In
Authors: Roger Fisher and William Ury
Publisher: Penguin Group (USA) Incorporated
Date Published: January 1991
From the Publisher:
Getting to Yes is a straightforward, universally applicable method for negotiating personal and professional disputes without getting taken — and without getting angry.
It offers a concise, step-by-step, proven strategy for 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. Based on the work of Harvard Negotiation Project, a group that deals continually with all levels of negotiations and conflict resolutions from domestic to business to international, Getting to Yes tells you how to:
- Separate the people from the problem
- Focus on interests, not positions
- Work together to create opinions that will satisfy both parties
- Negotiate successfully with people who are more powerful, refuse to play by the rules, or resort to “dirty tricks”