The book, Getting to Yes: Negotiating An Agreement Without Giving In is a classic guide on negotiation. This book was published three decades ago and even today, this book is very popular. Readers across the world have recognised this book as one of the finest books ever written on negation. This book made appearances for years on the Business Week Best Seller list. This book is the product of the Harvard Negotiation Project, which focuses on the negation theory. The book focuses on building a win-win situation where one is able to negotiate with ease and comfort.
The main principle of this book is the method of principled negotiation or negotiation of merits. This method focuses on isolating problems, then thinking about the interests and creating new options to reach an agreement with the help objective criteria. This method involves five main guidelines which include Focusing on interests, not on positions, Insisting on using objective criteria, Separating the person from the problem, Knowing one's BATNA (Best Alternative To Negotiated Agreement), and Inventing options for mutual gain.The author maintains that an effective negotiation requires finding acceptable solutions for both the parties involved, by understanding needs of the negotiators as being either flexible or fixed. At the same time, the book tells a three step approach if there is any dirty trick being used in negation. These tree steps are Recognition of the trick being played, then drawing attention to the trick being played and lastly negotiation about the negotiation itself i.e. about the rules with which the negotiation will be conducted.
Roger Fisher is a renowned negotiations expert and was the Director of the Harvard Negotiation Project. He also taught negotiation at Harvard Law School. He founded two companies namely, Conflict Management Group, and Conflict Management. William Ury is a negotiation specialist and co-founders of Harvards Negotiation Program. He is the author of the book, Getting Past No.
This edition of the book is available in paperback binding for online shopping. It has an ISBN 10 number of 1847940935 and ISBN 13 number of 978-1847940933.