Getting to YES: Negotiating Agreement Without Giving In is a best-selling 1981 non-fiction book by Roger Fisher and William L. Ury. Reissued in 1991 with additional authorship credit to Bruce Patton, the book made appearances for years on Business Weeks "Best Seller" list. The book suggests a method called "principled negotiation or negotiation of merits."

Background

Members of the Harvard Negotiation Project, Fisher and Ury focused on the psychology of negotiation in their method, "principled negotiations", finding acceptable compromise by determining which needs are fixed and which flexible for negotiators. By 1987, the book had been adopted in several school districts to help students understand "non-adversarial bargaining". In 1991, the book was issued in a second edition with Bruce Patton, an editor of the first edition, listed as a co-author. The book became a perennial best-seller. By July 1998, it had been appearing for more than three years on Business Weeks "Best-Seller" book list. As of December 2007, it was still making appearances on the list as one of the "Longest Running Best Sellers" in paperback business books.

Method

The method of principled negotiation is based on four propositions:

• "Separate the people from the problem.
• Focus on interests, not positions.
• Invent options for mutual gain.
• Insist on using objective criteria."

See also

• Negotiation
  Negotiation
  Negotiation is a dialogue between two or more people or parties, intended to reach an understanding, resolve point of difference, or gain advantage in outcome of dialogue, to produce an agreement upon courses of action, to bargain for individual or collective advantage, to craft outcomes to satisfy...
  
  
• Getting past No
  Getting past No
  Getting Past NO , first published in September 1991 is a reference book on collaborative negotiation in difficult situations. As a negotiating style, it is neither aggressively competitive nor accommodating and cooperative, but both aggressively cooperative. This book is the sequel to Getting to...
  
  
• Best alternative to a negotiated agreement
  Best alternative to a negotiated agreement
  In negotiation theory, the best alternative to a negotiated agreement or BATNA is the course of action that will be taken by a party if the current negotiations fail and an agreement cannot be reached. BATNA is the key focus and the driving force behind a successful negotiator. BATNA should not be...
  
  

External links

• Book Website
• Book Review: Getting to Yes: Negotiating Agreement Without Giving In
• Full summary of "Getting to Yes"
• Harvard Negotiation Project
• Book Review and Summary of Getting to Yes
  Getting to YES
  Getting to YES: Negotiating Agreement Without Giving In is a best-selling 1981 non-fiction book by Roger Fisher and William L. Ury. Reissued in 1991 with additional authorship credit to Bruce Patton, the book made appearances for years on Business Weeks "Best Seller" list...
  
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• William Ury: The Walk From "No" to "Yes" - Video from October 2010