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Manufacturer: Penguin (Non-Classics)

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Binding: Paperback
Dewey Decimal Number: 158.5
EAN: 9780140157352
ISBN: 0140157352
Label: Penguin (Non-Classics)
Manufacturer: Penguin (Non-Classics)
Number Of Items: 1
Number Of Pages: 200
Publication Date: 1991-12-01
Publisher: Penguin (Non-Classics)
Studio: Penguin (Non-Classics)

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Editorial Reviews:

Getting to Yes is a straightorward, universally applicable method for negotiating personal and professional disputes without getting taken -- and without getting angry.

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 Harvard Negotiation Project, a group that deal continually with all levels of negotiations and conflict resolutions 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"

Spotlight customer reviews:

Customer Rating:

Summary: Good book to gain knowledge on doing negotiation
Comment: I wasn't about to read the book at all until my Proffesor demanded his students to do the assignment to read and write 10 great ideas about the containts of the book. I found a lot of examples the author uses to imply a negotiation in our life, and especially on business. I haven't finished reading it but planned to do it.

Customer Rating:

Summary: One of the best books ever written on negotiation
Comment: This book changed the study and practice of negotiation since it was first published.

It is one of the most important books on negotiation ever written.

It is based on "interest based" negotiation and "expanding the pie" and then "dividing it". It is about cooperative negotiation and how this should be the default rule whenever possible.

It is excellent and a must read for any student of negotiation.

Customer Rating:

Summary: Good introduction on negotiation
Comment:
Since there are already 140 reviews, I'll keep it short.

"Getting to yes" has been recommended to me for many years and used as a basis of several trainings and discussions I had in the past. I finally decided to read the book to see if there is anything more than what I heard earlier. From that perspective, I was disappointed. Though, looking at the book without previous knowledge, I'd say that it's a great introduction to principled negotiation, probably the best there is.

The core of the book tries to explain the reader that negotiating about fixes positions is most of the time a lose-lose scenario. Therefore it's better to try to look at what both negotiators interests are and then try to work from there. Then by using these interests, the negotiators will be able to find a solutions with is mutual beneficial for both parties. That way a negotiations turns into a win-win situation and also does not have any personal impacts on the people doing the negotiation.

From this core perspectives, the authors approach different topics related to negotiation. When to negotiate (having you're alternative). Ways to brainstorm solutions. Ways to negotiate with many parties. Working in a principled way if the person with whom you are negotiating is not, etc etc.

The second edition ends with a section on answers to common questions, which almost summarizes the book itself.

"Getting to Yes" is a small book (though it could have been smaller!) and is definitively worth reading. It wasn't as good as I expected, but have not seem a better book on this topic. Recommended.

Customer Rating:

Summary: Fast Delivery
Comment: The book came in the mail within a couple of days. In good condition, no stray marks. Definitely would buy from seller again.

Customer Rating:

Summary: YES, this is a great book
Comment: This book is an incredible read and has completely changed how I look at life. Everything's a negotiation, right? It makes complete and total sense; from convincing yourself to wake up each morning, debating whether or not to have that dessert with lunch; life all about little negotiations and getting that "yes" we want out of any given situation. After reading this book, I see all those little negotiations life has to offer so clearly now, it's like they're starring me in the face; and what's better, I know how to tackle them now and get exactly what I want, I know how to get that "yes".
I've already started using these negotiating techniques; everything from me and my wife deciding what we're going to watch, to how we eat. And you know what, we decided to eat better, because we both decided that a healthy body was the yes we wanted in the long run; and in our own little negotiation, we figured out how to make that happen. I've recommended this book to all of my friends; every single one of them loved it.

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