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381 Roger Fisher, William Ury: Getting to Yes

A guide to principled negotiation, presenting a method for reaching mutually satisfactory agreements and resolving conflicts effectively.



"Getting to Yes" offers a step-by-step approach to negotiation based on the concept of principled negotiation. The authors emphasize the importance of separating people from the problem and focusing on interests rather than positions. They introduce the concept of BATNA (Best Alternative to a Negotiated Agreement) and propose the method of principled negotiation as a way to reach win-win solutions. By focusing on common interests, generating options, and using objective criteria, negotiators can strive for agreements that benefit all parties involved. The book provides practical strategies, real-life examples, and practical advice for successful negotiation.


Title: "Getting to Yes: Negotiating Agreement Without Giving In"

Authors: Roger Fisher, William Ury

Publishing Year: 2011

Publisher: Simon & Schuster Audio

Length in Hours: 6 hours and 17 minutes

5 main ideas

  1. Separate the people from the problem: Address the underlying interests and emotions of both parties while maintaining a cooperative and respectful approach to negotiations.
  2. Focus on interests, not positions: Look beyond stated positions and understand the underlying needs, desires, and motivations of all parties involved.
  3. Generate options for mutual gain: Encourage brainstorming and creativity to identify multiple possibilities that meet the interests of both sides.
  4. Insist on using objective criteria: Base decisions on fair standards and principles that are independent of personal biases or arbitrary judgments.
  5. Develop and assess BATNAs: Understand the alternative options available to each party if an agreement cannot be reached, and use this knowledge to strengthen negotiation positions.

5 funny quotes

  1. "Negotiation is like a dance. Sometimes you step on each other's toes, but it's all about finding the right rhythm."
  2. "A successful negotiation is like a well-crafted recipe - a pinch of compromise, a dash of creativity, and a spoonful of cooperation."
  3. "Negotiation tip: Keep calm and bring a sense of humor. Laughter can break down barriers and build rapport."
  4. "Negotiating is not just for business deals. It's also useful when deciding whose turn it is to do the dishes!"
  5. "Remember, negotiation is not about who's the biggest shark in the ocean; it's about finding a peaceful way to swim together."

5 thought-provoking quotes​

  1. "The key to successful negotiation is not in trying to outsmart the other party, but in finding a mutually beneficial solution."
  2. "Separate the people from the problem. Focus on the issues at hand rather than personal attacks or emotions."
  3. "Your power in negotiation comes from your BATNA - Best Alternative To a Negotiated Agreement."
  4. "Don't bargain over positions; instead, focus on the underlying interests of both parties."
  5. "Negotiation is not a zero-sum game. Aim for win-win outcomes that satisfy both parties' needs and interests."

5 dilemmas

  1. Balancing individual needs and collective goals in a team project.
  2. Negotiating a fair salary while maintaining a positive relationship with your employer.
  3. Resolving conflicts between business partners with differing visions for the company's future.
  4. Negotiating with a difficult family member to reach a consensus on a family matter.
  5. Addressing cultural differences in a negotiation where norms and values may clash.

5 examples

  1. The negotiation between Apple and Microsoft over patent rights.
  2. Nelson Mandela's negotiation skills in bringing an end to apartheid in South Africa.
  3. The United Nations' negotiations for the Paris Agreement on climate change.
  4. The merger negotiations between Disney and Pixar Animation Studios.
  5. The labor negotiations between the Major League Baseball Players Association and team owners.

Referenced books

  1. "Influence: The Psychology of Persuasion" by Robert Cialdini
  2. "Getting More: How to Negotiate to Achieve Your Goals in the Real World" by Stuart Diamond
  3. "Difficult Conversations: How to Discuss What Matters Most" by Douglas Stone, Bruce Patton, and Sheila Heen
  4. "Never Split the Difference: Negotiating As If Your Life Depended On It" by Chris Voss and Tahl Raz
  5. "Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond" by Deepak Malhotra and Max H. Bazerman

Share a quote

"Negotiation is like a dance. Sometimes you step on each other's toes, but it's all about finding the right rhythm."

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