Amazon reviews: 4.5 out of 5 stars (10,104 reviews) as of 01/15/2024
SUMMARY:
Getting to Yes teaches readers tactics for effectively negotiating agreements without sacrificing your interests.
BOOK GENRE:
- Book genre:
Business/Management
MAIN TOPIC:
- Main topic of the book:
Negotiation and conflict resolution
KEY IDEAS:
- The best way to reach a successful agreement is through principled negotiation, where parties focus on their interests rather than positions.
- Negotiations should be based on mutual understanding, collaboration, and a search for creative solutions.
- Individuals should separate people from the problem and maintain a positive relationship with the other party.
- Criteria should be used to evaluate options, rather than getting stuck on positions or compromises.
MAIN PARTS:
- Part One: The problem: discusses the common pitfalls of traditional negotiating methods and why they do not lead to successful agreements.
- Part Two: The method: explains the four principles of principled negotiation – separating people from the problem, focusing on interests, developing options, and using objective criteria.
- Part Three: The obstacles: discusses common obstacles that may arise during negotiations and provides solutions for overcoming them.
- Part Four: The journey: uses real-life scenarios to illustrate how the principles of principled negotiation can be applied in various situations.
- Part Five: Conclusion: sums up the key lessons of the book and provides a final review of the four principles.
KEY TAKEAWAYS:
- Negotiations should be focused on interests rather than positions.
- Maintain a positive relationship with the other party, rather than making them the sole problem.
- Collaboration and creativity are essential for reaching successful agreements.
- Use objective criteria to evaluate options rather than getting stuck on positions or compromises.
AUTHOR’S BACKGROUND AND QUALIFICATIONS:
- Roger Fisher was a negotiation specialist and professor at Harvard Law School.
- Co-founder of the Harvard Negotiation Project, which is dedicated to helping individuals resolve conflicts and improve their negotiation skills.
- Has written numerous books and articles on negotiation, conflict resolution, and mediation.
TARGET AUDIENCE:
- Business professionals and managers who want to improve their negotiation skills.
- Anyone interested in learning how to resolve conflicts and reach successful agreements without sacrificing their interests.
PUBLISHER AND FIRST PUBLICATION DATE:
- Publisher: Penguin Books
- First Publication Date: 1981
Amazon reviews: 4.5 out of 5 stars (10,104 reviews) as of 01/15/2024