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Whistle Stopper - Getting to Yes: Negotiating Agreement Without Giving In
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List Price: $15.00
Our Price: $3.30
Your Save: $ 11.70 ( 78% )
Availability: Usually ships in 24 hours
Manufacturer: Penguin (Non-Classics)
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Average Customer Rating:  
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Binding: Paperback
Dewey Decimal Number: 158.5
EAN: 9780140157352
ISBN: 0140157352
Label: Penguin (Non-Classics)
Manufacturer: Penguin (Non-Classics)
Number Of Items: 1
Number Of Pages: 200
Publication Date: 1991-12-01
Publisher: Penguin (Non-Classics)
Studio: Penguin (Non-Classics)
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Spotlight customer reviews:
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Customer Rating:
Summary: One of the best books ever written on negotiation
Comment: This book changed the study and practice of negotiation since it was first published.
It is one of the most important books on negotiation ever written.
It is based on "interest based" negotiation and "expanding the pie" and then "dividing it". It is about cooperative negotiation and how this should be the default rule whenever possible.
It is excellent and a must read for any student of negotiation.
Customer Rating: 
Summary: Good introduction on negotiation
Comment:
Since there are already 140 reviews, I'll keep it short.
"Getting to yes" has been recommended to me for many years and used as a basis of several trainings and discussions I had in the past. I finally decided to read the book to see if there is anything more than what I heard earlier. From that perspective, I was disappointed. Though, looking at the book without previous knowledge, I'd say that it's a great introduction to principled negotiation, probably the best there is.
The core of the book tries to explain the reader that negotiating about fixes positions is most of the time a lose-lose scenario. Therefore it's better to try to look at what both negotiators interests are and then try to work from there. Then by using these interests, the negotiators will be able to find a solutions with is mutual beneficial for both parties. That way a negotiations turns into a win-win situation and also does not have any personal impacts on the people doing the negotiation.
From this core perspectives, the authors approach different topics related to negotiation. When to negotiate (having you're alternative). Ways to brainstorm solutions. Ways to negotiate with many parties. Working in a principled way if the person with whom you are negotiating is not, etc etc.
The second edition ends with a section on answers to common questions, which almost summarizes the book itself.
"Getting to Yes" is a small book (though it could have been smaller!) and is definitively worth reading. It wasn't as good as I expected, but have not seem a better book on this topic. Recommended.
Customer Rating:
Summary: Robust Recipe for Agreement
Comment: I read this book a few years ago, integrated it into my daily relations and field tested it across a range of situations. The theory is detailed, with example dialogues and tactical advise, but for me this has only been illustration. The best about this book is the changed attitudes to negotiation as a consequence of understanding it.
This is a general prescriptive theory of negotiation, which means it goes for any relationship where different interests touch. The four key points are:
1. Separate the people from the problem
2. Focus on interests, not positions
3. Invent options for mutual gain
4. Insist on objective criteria
After you understand the examples, this is all you need to remember to be an effective negotiator. The challenge in practice is to steer the negotiation along these lines, and when successful, you get a friendly discussion about what you can easily do for the other person, with measurable results.
Customer Rating:
Summary: Fast
Comment: This book arrived in less than a week and was in the condition advertised. I was satisfied with the transaction and would purchase from this seller again.
Customer Rating:
Summary: Getting to Yes
Comment: An very good book detailing steps to take to effectively use interest-based bargaining strategies for your organization. This book is from the leading experts on this topic.
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Editorial Reviews:
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We're constantly negotiating in our lives, whether it's convincing the kids to do their homework or settling million-dollar lawsuits. For those who need help winning these battles, Roger Fisher has developed a simple and straightforward five-step system for how to behave in negotiations. Narrated soothingly by NPR announcer Bob Edwards, Fisher adds the meaty portions of the material with a sense of playfulness. The blend of voices makes this tape easy to listen to, especially the real-life negotiating scenarios, in which negotiating examples are given. This is a must-have tape for every businessperson's car. (Running time: one hour, one cassette) --Sharon Griggins
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