Share this:
Negotiating is a way of life for the majority of us. Whether we’re at work, at home or simply going out, we want to participate in the decisions that affect us. Nowadays, hardly anyone gets through the day without a single negotiation, yet few of us are armed with the effective powerful negotiating skills that prevent stubborn haggling and ensure mutual problem-solving.
Unfortunately all too often learning such skills is an ad hoc, piecemeal and subjective process where lessons are only learned upon reflection and usually after the horse has already bolted. We can continue to struggle between knowing how hard to push and when to yield, feeling torn between insisting on what we know we deserve and not wanting to rock the boat too much or come across as selfish or high maintenance.
Luckily if you want to know what to do when being nice is not the answer but sticking to your position seems to be getting you nowhere, then this time honoured classic is a little gem and might be just the book for you.
Getting To Yes outlines the fundamentals to tried and tested negotiation strategies that teach you how to make wise agreements amicably and efficiently. This is a no-nonsense practical guide that gives valuable insights on a range of topics that go to the heart of what’s really going on when you are negotiating with anyone, be it a family member, business associate or insurance company.
It offers detailed examples, taking you step by step through everything from how help your “opponent” save face and so be more interested in truly listening to what you have to say, to avoiding the trap of deducing your opponents intentions based on you own fears. It includes a wealth of advice on what to do if they have more power than you, how to use “negotiation jujitsu“ when they simply won’t budge, as well as how to recognise those dirty tricks commonly used to pressure the unwary.
The principles and strategies outlined in this highly readable little book are accessible to even the novice negotiator and have proven to be just as applicable in negotiating a family outing as to resolving an international hostage crisis.
Getting To Yes is a valuable addition to everyone’s people skills toolkit. I highly recommend this book if you want to optimise your chances of getting to yes!
Getting To Yes has sold over two million copies worldwide in over 20 different languages. The book is recognised worldwide as the most effective and practical guide to negotiation and has helped millions of people secure win-win outcomes in constructive negotiation.
Roger Fisher is Williston Professor of Law at Harvard Law School and Director of the Harvard Negotiating Project. William Ury is an internationally known specialist in negotiation and associate director of the Programme on Negotiation at Harvard Law School. Bruce Patton is deputy director of the Harvard Negotiation Project.