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Getting to Yes summary

Roger Fisher, William Ury & Bruce Patton

Negotiating an Agreement Without Giving In

4.3 (572 ratings)
18 mins

Brief summary

'Getting to Yes' by Roger Fisher, William Ury & Bruce Patton is a guide to negotiating effectively. It offers practical tools for creating win-win solutions and improving communication skills to resolve conflicts.

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    Getting to Yes
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    Learn to negotiate well; everything is based on negotiations.

    This is sometimes hard to imagine, but just a few decades ago decisions were rarely made as a result of discussions or negotiations. They were usually made by one person: whoever was in charge.

    Back then, the world was a place of hierarchy: at home, every decision concerning the family was made by the “wise father,” and at work, everybody adhered to the path dictated by the company’s boss.

    Today, such authoritarian structures are increasingly rare. Hierarchies are flatter, information is more accessible, and more and more people participate in decisions at all levels.

    Hence, it has become much more important for us to talk to others and include them in our decision-making processes. Politicians now talk to their voters, and companies encourage their employees to participate in company decisions.

    Even parent-child interactions are becoming more democratic. In the age of Google, parents can no longer simply say, “Don’t do this; it’s unhealthy,” because their child can just go online, find counterevidence and argue their claim.

    Today, finding agreements in any area of life means negotiating. Arguing with friends about which movie to see is very different to haggling over prices with suppliers or negotiating international arms embargos, yet in many ways all negotiations are similar to each other.

    By arming yourself with the right knowledge and tools, you can vastly improve the outcomes of all your negotiations. And since every day of your life involves some kind of negotiating, it’s well worth your time to do so.

    Learn to negotiate well; everything is based on negotiations.

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    What is Getting to Yes about?

    Getting to Yes (1981) is considered the reference for successful negotiations. It presents proven tools and techniques that can help you to resolve any conflict and find win-win solutions.

    Getting to Yes Review

    Getting to Yes (1981) is a practical guide that helps people negotiate effectively by focusing on interests rather than positions. Here's why this book is worth reading:

    • It offers proven strategies for finding common ground and reaching mutually beneficial agreements.
    • Incorporating real-life examples and case studies, the book shows how these techniques can be applied in various situations.
    • With its emphasis on collaborative problem-solving, it provides a refreshing approach to negotiations that can be applied to both personal and professional contexts.

    Who should read Getting to Yes?

    • Anyone interested in improving their negotiation skills, whether for use at work, at home, or both.
    • Anyone who wants to learn how to find win-win solutions to almost any conflict

    About the Author

    Roger Fisher (1922–2012) was an American professor at Harvard Law School. With his co-authors, he founded the Harvard Negotiation Project.

    William Ury is an anthropologist who works as a peace negotiator for corporations and governments worldwide.

    Bruce Patton is a Harvard lecturer and co-founder of Vantage Partners, an international consultancy firm that helps companies improve their negotiations.

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    Getting to Yes FAQs 

    What is the main message of Getting to Yes?

    Negotiating successfully requires focusing on interests, not positions. Find mutually beneficial solutions.

    How long does it take to read Getting to Yes?

    Reading time for Getting to Yes varies, but Blinkist summary can be read in 15 minutes.

    Is Getting to Yes a good book? Is it worth reading?

    Getting to Yes is a valuable read for anyone interested in negotiation. Learn practical techniques for successful outcomes.

    Who is the author of Getting to Yes?

    Getting to Yes is written by Roger Fisher, William Ury, and Bruce Patton.