1981 book about negotiation methods by Roger Fisher
Getting to YES
Author
Roger Fisher and William Ury; and Bruce Patton in 2nd and 3rd editions
Language
English
Publisher
Houghton Mifflin
Publication date
1981 (2nd ed. 1991, 3rd ed. 2011)
Publication place
United States
Media type
Print, e-book
Pages
200
ISBN
978-0-395-31757-0
Dewey Decimal
158.5
LC Class
BF637.N4
Getting to Yes: Negotiating Agreement Without Giving In is a best-selling 1981 non-fiction book by Roger Fisher and William Ury.[1] Subsequent editions in 1991[2] and 2011[3] added Bruce Patton as co-author. All of the authors were members of the Harvard Negotiation Project.
The book suggests a method of principled negotiation consisting of "separate the people from the problem"; "focus on interests, not positions"; "invent options for mutual gain"; and "insist on using objective criteria". Although influential in the field of negotiation, the book has received criticisms.
^Fisher, Roger; Ury, William (1981). Getting to Yes: Negotiating Agreement Without Giving In (1st ed.). Boston: Houghton Mifflin. ISBN 9780395317570. OCLC 7575986.
^Fisher, Roger; Ury, William; Patton, Bruce (1991) [1981]. Getting to Yes: Negotiating Agreement Without Giving In (2nd ed.). New York: Penguin Books. ISBN 9780140157352. OCLC 24318769.
^Fisher, Roger; Ury, William; Patton, Bruce (2011) [1981]. Getting to Yes: Negotiating Agreement Without Giving In (3rd ed.). New York: Penguin Books. ISBN 9780143118756. OCLC 609540048.
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