Getting to Yes

By William Ury, Roger Fisher, Bruce Patton

Categories: Business & Money

Getting to Yes, first published in 1981 by Roger Fisher and William Ury of the Harvard Negotiation Project, sets out a method of principled negotiation for reaching agreement without giving in. Later editions added Bruce Patton as a co-author. The method has four parts: separate the people from the problem, focus on interests rather than positions, invent options for mutual gain and insist on objective criteria. The authors also explain what to do when the other side is more powerful or won't play by the rules.

Recommended by 7 people

• Dustin Moskovitz
• Drew Houston
• Ann Miura-ko
• Tony Fadell: “Getting to Yes is one, and that's all about telling a story… telling a really great story for why people should say yes.”
• Shane Parrish: “I recently read one of Roger Fisher’s other books — Getting it Done — and decided to read his bestseller on negotiation as well. The book has sold a zillion copies for a good reason — he offers a way “out” of highly contested negotiation.”
• Jason Fried: “I have read it - great book.”
• Tony Robbins: “One of the most seminal books on confidence, Getting to Yes is based on the work of the Harvard Negotiation Project, a group dedicated to conflict resolution through negotiation.”