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Cover of Getting to Yes: Negotiating Agreement Without Giving In

Getting to Yes: Negotiating Agreement Without Giving In

Published: Estimated Reading Time: (2 min read)

Key Points:

  • Principled Negotiation: Focuses on interests rather than positions to find mutually beneficial outcomes.
  • Separate People from Problems: Emphasizes the importance of separating interpersonal issues from substantive ones.
  • Invent Options for Mutual Gain: Encourages creating multiple options before deciding on a solution.
  • Use Objective Criteria: Recommends using fair standards and benchmarks to resolve disputes.


“Getting to Yes” by Roger Fisher, William Ury, and Bruce Patton is a classic in the field of negotiation. The book introduces the method of principled negotiation, which has been widely adopted and remains influential. The authors, who were part of the Harvard Negotiation Project, provide a structured approach to conflict resolution that focuses on separating people from the problem, addressing interests rather than positions, generating options for mutual gain, and insisting on objective criteria.

The book’s core principles are designed to help negotiators reach agreements that are fair, efficient, and amicable. By understanding and addressing the underlying interests of all parties, rather than getting stuck on specific positions, negotiators can create solutions that satisfy everyone involved.

This approach is applicable in various contexts, from business negotiations to personal disputes, and has been praised for its practicality and effectiveness. “Getting to Yes” is a must-read for anyone looking to improve their negotiation skills and achieve better outcomes in their interactions Getting To Yes - Book Review & Summary | Negotiation Experts Book Reviews: Getting to Yes, by Roger Fisher, William L. Ury, Bruce Patton (Updated for 2021).