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It offers a concise, step-by-step, proven strategy for coming to mutually acceptable agreements in every sort of conflict - whether it involves parents and children, neighbors, bosses and employees, customers or corporations, tenants or diplomats. Based on the work of the Harvard Negotiation Project, a group that deals continually with all levels of negotiation and conflict resolution, from domestic to business to international, Getting to Yes tells you how to:
Separate the people from the problem
Focus on interests, not positions
Work together to create opinions that will satisfy both parties
Negotiate successfully with people who are more powerful, refuse to play by the rules, or resort to "dirty tricks"
Customer ReviewsMost Helpful
By John on 01-14-12
Maybe I Could Go to Four and One-Half Stars
This is a great book on principled negotiation. As a lawyer and mediator, the concepts in this book were not new to me, but the book puts things together in a very organized and easily understood package. I will certainly be recommending it to some of my clients.
If there is one thing that detracts from the book, it is that many of the examples remain dated. I am afraid that, to a younger listener, the book might seem somewhat obsolete. Of course, that is not true at all -- the concepts and principles, which are actually rather new in the grand scheme of things -- remain very valid.
Perhaps this would not have jumped out to me except for the fact that the authors make the point at the beginning that this is a revised and updated edition of a classic. Revised, maybe. Updated? Not so much.
Still, the book contains many timeless and valuable lessons.
57 of 58 people found this review helpful
By Brandon on 12-11-12
Articulated what we all know. It helped me focus.
If you could sum up Getting to Yes in three words, what would they be?
Efficient, effective, yes.
What did you like best about this story?
I feel like I just went from baby negotiator to toddler! Before I could grunt and cry to get what I needed, but now I have words to articulate exactly what I am thinking. This has helped me when I am talking to others because instead of taking the time to think through what the other person is saying I can sum it up by saying "oh, they are using aggression, maybe apply some negotiating jujitsu here".
Which character – as performed by Dennis Boutsikaris – was your favorite?
The "real life" examples in book were hard for me to relate with, and I think there was a handful of gloating going on. It was not to difficult to come up with my own personal examples as well though.
Did you have an extreme reaction to this book? Did it make you laugh or cry?
The way the book makes things so black and white and turned each negotiation into a step by step process, if they say try to attack you personally then you..., it makes you want to negotiate everything everywhere! Just to try out different tactics in different situations.
Any additional comments?
Great book, it was good to re-read a chapter or two right before any negotiations that I had planned for that day, just to get the juices flowing.
18 of 19 people found this review helpful
Customer ReviewsMost Helpful
By jason on 05-23-15
Good Negotiation Theory Explained
Good negotiation theory explained with case studies to give a sound understanding of the concepts. Perfect for everyone as everyone negotiates.
5 of 5 people found this review helpful