Most helpful critical review
A quick reminder about negotiation
on 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.