Getting to Yes
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| Author | Roger Fisher and William L. Ury; and Bruce Patton in some editions |
|---|---|
| Country | United Kingdom |
| Language | English |
| Genre | Non-fiction |
| Publisher | Penguin Group |
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Publication date
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1981 |
| Media type | Print, e-book |
| Pages | 200 pp. |
| ISBN | |
| OCLC | 24318769 |
| 158/.5 20 | |
| LC Class | BF637.N4 F57 1991 |
| Followed by | Getting Past NO |
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 the Business Week bestseller list. The book suggests a method called principled negotiation or "negotiation of merits".
Members of the Harvard Negotiation Project, Fisher and Ury focused on the psychology of negotiation in their method, "principled negotiation," finding acceptable solutions by determining which needs are fixed and which are flexible for negotiators. By 1987, the book had been adopted in several U.S. 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 the Business Week "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.
The method of principled negotiation was developed at the Harvard Program on Negotiation by Fisher, Ury, and Patton. Its purpose is to reach agreement without jeopardizing business relations. The method is based on five propositions:
Getting Past No is a reference book on collaborative negotiation in difficult situations, written by William L. Ury. First published in September 1991 and revised in 2007, this book is the sequel to Getting to Yes.
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Wikipedia