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| Getting to Yes: Negotiating Agreement Without Giving In | 
| Authors: Roger Fisher, Bruce M. Patton, William L. Ury
Publisher: Houghton Mifflin
Category: Book
List Price: $30.00
Buy Used: $15.00
You Save: $15.00 (50%)
New (28) Collectible (2) from $17.56
Avg. Customer Rating:  147 reviews
Sales Rank: 1635
Media: Hardcover
Edition: 2
Number Of Items: 1
Pages: 200
Shipping Weight (lbs): 0.9
Dimensions (in): 8.3 x 5.6 x 0.9
ISBN: 0395631246
Dewey Decimal Number: 158.5
UPC: 046442631242
EAN: 9780395631249
ASIN: 0395631246
Publication Date: April 30, 1992
Availability: Usually ships in 1-2 business days
Condition: 1st edition in good shape. A MUST READ!!!
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| Customer Reviews:
 A Book Needed by Every Manager in Business August 23, 2008
As a corporate human resources director, I often find myself in the position of negotiator. This may be with unions, contractors, vendors or employees. After reading this book, I found that many of the `tips' actually work in the real world. Combined with the book by Jerry Spence How to Argue & Win Every Time: At Home, At Work, In Court, Everywhere, Everyday this book will have a very positive impact on your negotiating skills. Michael L Gooch, SPHR Author ofWingtips with Spurs
 Good book to gain knowledge on doing negotiation August 9, 2008
I wasn't about to read the book at all until my Proffesor demanded his students to do the assignment to read and write 10 great ideas about the containts of the book. I found a lot of examples the author uses to imply a negotiation in our life, and especially on business. I haven't finished reading it but planned to do it.
One of the best books ever written on negotiation June 17, 2008
1 out of 1 found this review helpful
This book changed the study and practice of negotiation since it was first published.
It is one of the most important books on negotiation ever written.
It is based on "interest based" negotiation and "expanding the pie" and then "dividing it". It is about cooperative negotiation and how this should be the default rule whenever possible.
It is excellent and a must read for any student of negotiation.
Good introduction on negotiation May 15, 2008
1 out of 1 found this review helpful
Since there are already 140 reviews, I'll keep it short.
"Getting to yes" has been recommended to me for many years and used as a basis of several trainings and discussions I had in the past. I finally decided to read the book to see if there is anything more than what I heard earlier. From that perspective, I was disappointed. Though, looking at the book without previous knowledge, I'd say that it's a great introduction to principled negotiation, probably the best there is.
The core of the book tries to explain the reader that negotiating about fixes positions is most of the time a lose-lose scenario. Therefore it's better to try to look at what both negotiators interests are and then try to work from there. Then by using these interests, the negotiators will be able to find a solutions with is mutual beneficial for both parties. That way a negotiations turns into a win-win situation and also does not have any personal impacts on the people doing the negotiation.
From this core perspectives, the authors approach different topics related to negotiation. When to negotiate (having you're alternative). Ways to brainstorm solutions. Ways to negotiate with many parties. Working in a principled way if the person with whom you are negotiating is not, etc etc.
The second edition ends with a section on answers to common questions, which almost summarizes the book itself.
"Getting to Yes" is a small book (though it could have been smaller!) and is definitively worth reading. It wasn't as good as I expected, but have not seem a better book on this topic. Recommended.
Fast Delivery May 8, 2008
0 out of 6 found this review helpful
The book came in the mail within a couple of days. In good condition, no stray marks. Definitely would buy from seller again.
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