Getting to Yes By Roger Fisher, William Ury, Bruce Patton
“Getting to Yes” is a book on negotiation written by Roger Fisher, William Ury, and Bruce Patton. The book presents a principled negotiation approach that emphasizes problem-solving and collaboration over adversarial tactics.
The authors argue that successful negotiation involves identifying shared interests and working together to create mutually beneficial outcomes, rather than engaging in positional bargaining and personal attacks. They provide practical tools and techniques for achieving this, such as separating people from the problem, focusing on interests rather than positions, and creating options for mutual gain.
“Getting to Yes” has become a classic in the field of negotiation, and its principles and techniques have been widely adopted by individuals and organizations around the world. The book is easy to read and understand, with clear examples and case studies that illustrate its concepts.
Overall, “Getting to Yes” is a valuable resource for anyone involved in negotiations, whether in business, politics, or personal relationships. Its emphasis on collaboration, problem-solving, and mutual benefit offers a constructive and effective approach to resolving conflicts and achieving successful outcomes.
Page: 224 pages