Getting to Yes

Roger Fisher , William Ury

Getting to Yes



Download offline

Add to library

Buy the book

Getting to Yes is a very useful exposé of the art of negotiation. Thanks to the techniques illustrated by Roger Fisher and William Ury, it is possible to understand how to conclude a negotiation with a friendly yes, and to satisfy the expectations of both parties. Rather than a negotiation of position in which there ends up being a winner and a loser, we learn about a negotiation of principle, which focuses on the problem to be solved, rather than the parties involved. This type of negotiation looks for common interests to diffuse the tension, and allow the parties to work together towards a happy outcome, in which they both win. The techniques can be learned and its positive effects are guaranteed. 

read more

read less


Analysis and key concepts


The challenging art of negotiation


The adoption of a specific method allows us to end attrition and reach a solution that suits everyone


To successfully complete a negotiation it is good to first know yourself well, before you get to know your opponent


Understanding BATNA (Best Alternative to a Negotiated Agreement)


To learn the art of effective negotiation it takes patience, but it can be learned




Take-home message

Unlock this and thousands more with 4books Premium!

You'll have 7 days free, and if you're not satisfied after 30 days, you can get your money back.

Many useful tips to:

  • Discover the secrets of effective negotiation.
  • Find out how to approach complex situations with minimum effort.
  • Understand the difference between negotiating issues of principal and issues of position.
  • Improve your ability to communicate in different situations.

Roger Fisher (1922-2012) was a Professor Emeritus at Harvard Law School and founder of the Harvard Negotiation Project. After serving in World War II with the U.S Army Air Force, Fisher worked on the Marshall Plan in Paris and then in the Justice Department in Washington, following which he returned to Harvard Law School and became a professor. He wrote several books, including Beyond Reason: Using Emotions as You Negotiate, and was a consultant on the hit television series, The Advocates.

William Ury (1953) is an American writer and academic. Co-founder of Harvard Program on Negotiation, he also helped found the International Negotiation Network with former president Jimmy Carter. Ury has a degree from both Yale and Harvard and has assisted in a number of complex negotiations around the world as a mediator and advisor. He also wrote the best-selling book Getting Past No: Negotiating with Difficult People.

Publishing house:

Penguin Books