Getting to Yes

It’s not either/or: You can get a good deal and improve your relationship with the other side, at the same time. I loved Getting to Yes when I first read it in Roger Fisher’s law school class, and I still love it today, because it taught me I could solve difficult problems or deal with difficult people, and do it in a principled way. Whether it is a transaction for a Fortune 500 company, negotiating for a raise, or working on an international boundary dispute, the concepts and tools are the same, and they don’t start by requiring the other… show more.

This has been my all-time favorite basic book on negotiation since someone gave it to me way back in 1982 when I was starting my mediation career. Short, simple, and easy-to-read, it has sold an estimated 15 million copies and totally changed the field of negotiations. It introduced the world to interest-based, win-win negotiations as the better alternative to traditional win-lose positional bargaining, which often leads to dissatisfaction for one or both parties. It contains dozens of tips that anyone can use, from buying a car to getting a raise to settling an international political dispute. The authors have extensive… show more.

Getting To Yes is a seminal work in the field of negotiation and completely changed the landscape of negotiation forever. Prior to Getting To Yes, people felt very uncomfortable negotiating. As a result of the book, they now have an easy to use framework that allows them to be true to themselves and build better deals and relationships.