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Getting to Yes : How to Negotiate Agreement Without Giving in (AUDIO CASSETTE) [Audio Cassette]

4.3 out of 5 stars  See all reviews (79 customer reviews)

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Most helpful customer reviews
6 of 6 people found the following review helpful
5.0 out of 5 stars Don't take it personally! June 30 2004
I must confess I ordered and read this book because my new boss recommended it. Well, now that we have unpacked all the boxes from our move to take this job - I find we have about 5 copies of this book. This book is GREAT! This is not a new book but has been read by millions of people and is now a classic. The first edition came out in 1981 and the second edition 10 years later. The newest edition benefits from many updates and has an additional chapter (#10) with common questions (and answers) that people have commonly asked about Getting to Yes. This new chapter really helps the reader to understand the method better - in fact I can't imagine the book without it. One of the best things that authors Fisher, Ury and Patton do in this popular book do is give the reader a practical framework for developing better relationships that lead to better outcomes in life and work. The ideas are helpful in getting along with family as well as in the workplace. In many cases their methods will sound like things you already knew and have practiced in some of the more successful moments in your life. However, the book puts it all in perspective and gives you the complete picture to know why it works better when you focus on helping the other person get what they want so you can, too. After reading Getting to Yes you will be more prepared to negotiate more effectively in every type of situation. This book helped me decide I like the new boss, too!
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2 of 2 people found the following review helpful
5.0 out of 5 stars A timeless classic for any negotiator Jan. 8 2004
It's amazing to me that this book was written over twenty years ago, but is still so relevant. Negotiation is a passion of mine, and I have read this book multiple times because the ideas presented in it are the basis for almost any book that has been written on negotiation since its publication. Plus, it is a quick read that almost anyone can understand.
This book revolutionized negotiation with its claim that you would be better off if the person that you were negotiating with also read this book. Rather than focusing on tricks and ways to manipulate the other side, it shows you how to set up a cooperative, win-win negotiation.
Such terms as win-win negotiation, cooperative problem solving, BATNA (best alternative to a negotiated agreement), and negotiation jujitsu might sound trite because they are used so frequently in other negotiation texts. However, I'm willing to look past that since these terms originated here.
In multiple negotiations--big and small--I have used the process outlined in this book (1. "separate the people from the problem", 2. "focus on interests, not positions", 3. "invent options for mutual gain", 4. "insist on using objective criteria") to produce successful results.
Your ability to negotiate affects so many parts of your life (from how much money you make to how you resolve conflicts with your spouse) that it is worth investing in this book and in becoming a better negotiator.
While (because the book is a tad idealistic) I do not recommend making this the only book that you read on negotiation, I highly recommend it as one of the books to read. I'd also recommend checking out "Getting Past No" by Bill Ury, which is the follow-on to this and discusses how to handle situations in which the other side doesn't want to cooperate.
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3.0 out of 5 stars A quick reminder about negotiation April 20 2008
When it comes to negotiation, people are often confronted with though bargaining that destroys relationships. Getting to Yes offers people a new way of looking at negotiation and enables negotiators to reach a mutual profitable agreement without hard feelings.

The Harvard Negotiation Project, which this book is based on, came to understand basic principles that should guide every dispute. Thus, it is important to focus on the issue at hand, not the people involved in it or the position one defends. Do not hesitate to stay creative and develop new solutions to the problem. Often, both parties don't realize all opportunities available and "leave money on the table", in the authors' words. Finally, use objective criteria to decide on a solution. The authors also explain how to negotiate with people in a stronger position than you are.

The authors' style is simple and easy to understand. Nicely divided into subsections, every chapter covers a particular principle. Additional questions asked following the first edition were annexed at the end of the original text in this version.

Overall, this book offers nothing new, but reminds the reader of techniques that can ease any negotiation.
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5.0 out of 5 stars Getting to Yes by Fisher, Uri et al. Jan. 11 2004
This book provides many practical examples on the art of negotiation. The author begins by encapsuling a negotiation into
a tri-parte process:
o It should produce a wise agreement if such a thing is possible
o It should be efficient.
o It should not damage the relationship between the parties.
A successful negotiation will meet the underlying concerns of the
parties. There are four points to a successful negotiation:
o Separate the people from the problem.
o Focus on interests and not positions.
o Generate a variety of possibilities.
o Insist that the result be based on an objective standard.
In addition, a good negotiation will present the various
options fairly. The parties should develop objective
criteria and fair procedures. When the other side attacks,
consider it as an option and improve upon it. Remember that
affirmative answers generate resistence and questions elicit
answers (thoughtful or otherwise). The essence of a principled
negotiation lays the foundation for a discussion of facts and
basic principles.
This work is a gold mine of advice on the art of negotiation.
It will help you to navigate through difficult situations artfully
while deflecting as much resistence as possible. This book will help you because it points out the
pitfalls of negotiations between parties; namely, adherence
to rigid positions, unwillingless to hear the other side and
attacks on people. The objective of a good negotiation is to
produce a fair result and to set forth rational guidelines
and rule structures for the parties to follow. This work
teaches contrary to the way people typically behave.
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Most recent customer reviews
3.0 out of 5 stars Condition okay but I expected better
when I got the book the pages were yellowed. There were pages with small pieces torn out. I expected the book to be in better condition. Read more
Published on Jan. 9 2012 by JWelsh
5.0 out of 5 stars Forgotten... common sense?
Getting to the Yes was a very good read, to say the least. The authors offer straight to the point, no nonsense advice on how negotiate more effectively. Read more
Published on Nov. 25 2011 by Mperor
5.0 out of 5 stars For business but loved for pleasure
This book was a requirement for my negotiations class but was a great read on its own. It's very insightful but I would suggest learning other strategies in addition to the one... Read more
Published on Feb. 23 2011 by Cha
5.0 out of 5 stars Negotiate for fun or school
This book was required reading for my project management master's degree. I had a terrific time reading it and look forward to using it as a desk reference. Excellent job.
Published on Jan. 15 2011 by lorienrm
5.0 out of 5 stars Great book
you don't have to be into negotiation to get the premise of this book. Its worth a read, as it's throughly entertaining
Published on Nov. 26 2010
5.0 out of 5 stars Meh... I thought Id learn more
This book gives you the basics.... I thought I would have been left with more knowledge or another way to negotiate but the system is very simple and common sense, I do not see why... Read more
Published on April 23 2010 by Ali Abassi
4.0 out of 5 stars Don't give in!
I had to read this book prior to a work training session on it. The problem was, I had very little time, plus I had better things to do like enjoy my well deserved Jamaican... Read more
Published on Feb. 15 2010 by Sally Ann
5.0 out of 5 stars An excellent educational read
I found the book to be well written and the style quite reader friendly.
A rather relaxed learning process which was both comforting and enjoyable. Read more
Published on Feb. 11 2009 by D. Njoku
3.0 out of 5 stars Don't buy from audible
Don't buy the audio version from audible.com .
Their programming skills are terrible. I could not download some of the books I bought, could not burn into cd the ones I could... Read more
Published on June 25 2004
3.0 out of 5 stars Packed with Knowledge!
Authors Roger Fisher, William L. Ury and Bruce M. Patton offer a seminal step-by-step guide to negotiating effectively. Read more
Published on March 1 2004 by Rolf Dobelli
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