The book is considered the negotiation bible, presenting an approach called principled negotiation that involves separating the people from the problem and focusing on interests not positions. It also addresses strategies for dealing with different types of opponents and dirty negotiation tricks.
Getting to Yes by Roger Fisher and William Ury is widely regarded as the negotiation bible. It introduces the concept of principled negotiation, which emphasizes separating the people from the problem, focusing on interests rather than positions, and generating options for mutual gain. The book uses practical examples, such as the negotiation between two chefs over an orange, to illustrate how considering each other's interests leads to better outcomes. Additionally, it provides strategies for dealing with more powerful or uncooperative opponents, as well as tactics to counter dirty negotiation tricks. The principles outlined in the book are not only applicable to business negotiations but also to personal and professional conflicts, making it a valuable resource for anyone looking to improve their negotiation skills.
Quick quotes
Getting to Yes by Roger Fisher and William Ury is considered the negotiation bible.
It presents an approach called "principled negotiation" that involves separating the people from the problem, focusing on interests not positions, generating options for mutual gain, and using objective criteria to evaluate solutions.
It also addresses strategies for dealing with a more powerful opponent, an uncooperative opponent, and dirty negotiation tricks.