Getting to Yes

GETTING TO YES: Negotiating Agreement Without Giving In

By Roger Fisher And William Uryr

Everyone negotiates—be it to get a pay raise, extend a curfew, or reach agreement on a joint venture. This book presents a framework for “principled negotiations”: a merits-focused, systematic approach to get better outcomes while maintaining (or even improving) relationships.

In this summary, you’ll learn:
• The difference between positional bargaining vs principled negotiations;
• The 4 key foundations of principled negotiations—people, interests, options, and criteria—and how to apply them;
• Tips and strategies to overcome 3 common negotiation obstacles.

Who should read this:
• Leaders and managers
• People with responsibilities in sales and negotiations.