Getting to Yes: Negotiating Agreement Without Giving In Paperback – Dec 2 1991
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We're constantly negotiating in our lives, whether it's convincing the kids to do their homework or settling million-dollar lawsuits. For those who need help winning these battles, Roger Fisher has developed a simple and straightforward five-step system for how to behave in negotiations. Narrated soothingly by NPR announcer Bob Edwards, Fisher adds the meaty portions of the material with a sense of playfulness. The blend of voices makes this tape easy to listen to, especially the real-life negotiating scenarios, in which negotiating examples are given. This is a must-have tape for every businessperson's car. (Running time: one hour, one cassette) --Sharon Griggins --This text refers to the Audio Cassette edition.
This is by far the best thing I've ever read about negotiation. It is equally relevant for the individual who would like to keep his friends, property, and income and the statesman who would like to keep the peace." - John Kenneth Galbraith
" --This text refers to the Hardcover edition.
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Top Customer Reviews
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.
If you answered yes to one of those questions, this book is for you. Chances are, if you do this while negotiating, others also know the trick, and therefore, there is no clear advantage for either side, and the result may be mediocre for both at best. The author bring up an example of two children fighting for an orange. At the end, the orange is cut in half and each child gets half - only to realize that one child only wanted the peel for baking, and the other child only wanted the meat.
What the authors propose is a "principled" approach to negotiation, that is, the negotiators should always find out what the other party wants at their core (the principle behind their offer/demands) - because offers and proposals are merely expressions of deeper desires. In the example above, wanting the orange was merely a representation of what each child wanted, and had it been made clear, both would have gained much more.Read more ›
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.
Most recent customer reviews
very good book and inspiring. It opens a new horizon to rethink our everyday communication skill. I suggest everybody should read this book.Published 7 months ago by CY
I received it on-time as promised by seller in a good qualityPublished 16 months ago by ilghelich Nadimi
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 morePublished on Jan. 9 2012 by JWelsh
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 morePublished on Feb. 23 2011 by Cha
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
you don't have to be into negotiation to get the premise of this book. Its worth a read, as it's throughly entertainingPublished on Nov. 26 2010
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