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Getting to Yes: Negotiating Agreement Without Giving

The Importance of Negotiations

By Roger Fisher and William L. Ury 

Negotiations are an essential element of everyone’s lives; from negotiating a business agreement to negotiating with your spouse on dinner, the skill is indispensable. In this premier book on negotiations, Roger Fisher and William Ury's “Getting to Yes” is a simple yet entertaining look into the basics and some complex negotiations techniques.


Since its original publication nearly thirty years ago, “Getting to Yes” has helped millions of people learn a better way to negotiate. One of the primary business texts of the modern era, it is based on the work of the Harvard Negotiation Project, a group that deals with all levels of negotiation and conflict resolution. Getting to Yes offers a proven, step-by-step strategy for coming to mutually acceptable agreements in every sort of conflict. Thoroughly updated and revised, it offers readers a straight- forward, universally applicable method for negotiating personal and professional disputes without getting angry-or getting taken.


In 1991, the book was issued in a second edition with Bruce Patton, an editor of the first edition, listed as a co-author. The book became a perennial best-seller. By July 1998, it had been appearing for more than three years on Business Week's "Best-Seller" book list. As of December 2007, it was still making appearances on the list as one of the "Longest Running Best Sellers" in paperback business books.


Of course this book has also its shortcomings, with a limited amount of real life examples and stories, to burn the concepts into the reader's mind. But overall, “Getting to Yes” is an essential book for any looking to improve their negotiation skills.