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Getting to Yes: Negotiating Agreement without Giving in [Hardcover]

Roger Fisher , William Ury
4.4 out of 5 stars  See all reviews (32 customer reviews)

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Book Description

12 Sep 1991
A completely revised edition of a guide to winning the negotiation game. It shows the reader how to pursue his own interests and keep his adversaries happy. A few principles will guide the reader no matter what the other side does, or whatever what tricks they may resort to.


Product details

  • Hardcover: 210 pages
  • Publisher: Random House Business Books; 2nd Revised edition edition (12 Sep 1991)
  • Language: English
  • ISBN-10: 0712650873
  • ISBN-13: 978-0712650878
  • Product Dimensions: 19.6 x 13 x 2.2 cm
  • Average Customer Review: 4.4 out of 5 stars  See all reviews (32 customer reviews)
  • Amazon Bestsellers Rank: 1,047,305 in Books (See Top 100 in Books)
  • See Complete Table of Contents

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Product Description

Book Description

Getting to Yes is the most successful book on negotiation on the market, teaching you the simple effective techniques that will help you get the outcome you want. --This text refers to an out of print or unavailable edition of this title.

From the Publisher

With over 2 million copies sold in over 20 different languages, Getting to Yes is the most successful book on Negotiation on the market! --This text refers to an out of print or unavailable edition of this title.

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First Sentence
Whether a negotiation concerns a contract, a family quarrel, or a peace settlement among nations, people routinely engage in positional bargaining. Read the first page
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Front Cover | Copyright | Table of Contents | Excerpt | Back Cover
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Customer Reviews

Most Helpful Customer Reviews
49 of 49 people found the following review helpful
Format:Paperback
Having recently submitted a review that slated another book on Negotiation, it is only fitting that I should write now to comment on one that deserves quite the opposite response.
Getting to Yes explains what successful negotiation is all about - as you read you know that the approach described makes perfect sense - indeed in retrospect it may all seem fairly obvious. In reality though, the ideas presented are quite radically different to the normal approach to negotiation. I guarantee that most readers will change or refine the way they negotiate as a result of reading this book.
The points made are explained clearly and illustrated well and, in contrast to some, the authors in this case have resisted the temptation to keep padding their ideas out. The result is a work that is fairly concise (less that 200 pages) and easy to read.
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34 of 34 people found the following review helpful
5.0 out of 5 stars Get to yes without going to war 29 Dec 2007
Format:Paperback
1991 second edition, Penguin Books, 229 pages (of which 187 pages form the main body of the book).

If you've read any of my other reviews, you won't be surprised to discover this is another of the twenty books recommended by Charlie Munger in the second edition of Poor Charlie's Almanack (the most useful book I've read).

I have wanted to learn more about negotiation since last year, when I had particularly protracted and unpleasant negotiations over leaving my previous full time job. It was probably the most unpleasant time of my life, it went on for months and the return for that huge personal cost was very poor (for everyone except my lawyer, that is). My relations with all of the people at the firm were also destroyed by the time the mess finally ended. I figured there had to be a better way - and the sooner I learned it the better.

Having a single book on the subject recommended by a very well read and extremely effective individual in his eighties like Munger was ideal. If there is a single, most useful text on negotiation, this should be it. Fortunately, even with such high expectations, I wasn't disappointed. I would include Getting to Yes amongst the top ten most useful books I have read.

It makes an excellent companion volume to Karen Pryor's Don't Shoot the Dog, which I have just re-read. Getting to Yes tells you how to approach forming agreements between people (whether a divorce or simply which film to watch at the cinema this week). Don't Shoot the Dog shows you how to teach (whether animals, people or yourself) and learn. Between them they cover most of the important situations in which conflict is likely to occur.
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26 of 26 people found the following review helpful
5.0 out of 5 stars A very practical read. 21 July 2001
By A Customer
Format:Paperback
A very useful and practical read which provides an extremely effective framework for negotiation which I have applied in the workplace. The strengths of the book are its clear and concise style which makes it highly readable.I have dipped into my copy numerous times both to prepare and to carry out "postmortems" when things have not gone to plan!.
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11 of 11 people found the following review helpful
5.0 out of 5 stars The best self improvement book I have ever read 16 Oct 2006
Format:Paperback
I really cannot recommend this book enough. Of all the self improvement/education books I have read this has been the best. It clearly breaks down the subject matter into easily understandable points and supports each of these points with excellent real world examples. Furthermore, the question based format, quickly results in answering the question that come into mind when reading the book. This book is for anyone who wants to come away from a meeting, discussion, debate or negotiation better off than they do now by improving their understating and practice of negotiating skills.

I am now going straight into their next book.
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26 of 28 people found the following review helpful
5.0 out of 5 stars A Great Way to Overcome Communications Stalls 30 May 2004
By Donald Mitchell HALL OF FAME TOP 500 REVIEWER VINE VOICE
Format:Paperback
In virtually all circumstances where people are working together, they come to agreement in ways that short-change the interests of everyone involved. This landmark book shows practical ways to find out what other people want, and to devise better alternatives that create a "win" for everyone.
The authors do a great job of overcoming the preconception that many hold that working on problems means that you have to be unpleasant. The advice to be hard on the problems and easy on the people (building a relationship) is a key concept that everyone can use.
I have found this book to be one of the most helpful that I have every read, and I cite its lessons in my first book.
I had a chance to use these principles in a negotiating workshop with veteran negotiators, and I was struck by how few people apply the lessons of GETTING TO YES.
You will vastly improve your life if you read and practice the ideas in GETTING TO YES.
A helpful related book is GETTING PAST NO.
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3 of 3 people found the following review helpful
5.0 out of 5 stars A Great Way to Overcome Communications Stalls 30 May 2004
By Donald Mitchell HALL OF FAME TOP 500 REVIEWER VINE VOICE
Format:Paperback
In virtually all circumstances where people are working together, they come to agreement in ways that short-change the interests of everyone involved. This landmark book shows practical ways to find out what other people want, and to devise better alternatives that create a "win" for everyone.
The authors do a great job of overcoming the preconception that many hold that working on problems means that you have to be unpleasant. The advice to be hard on the problems and easy on the people (building a relationship) is a key concept that everyone can use.
I have found this book to be one of the most helpful that I have every read, and I cite its lessons in my first book.
I had a chance to use these principles in a negotiating workshop with veteran negotiators, and I was struck by how few people apply the lessons of GETTING TO YES.
You will vastly improve your life if you read and practice the ideas in GETTING TO YES.
A helpful related book is GETTING PAST NO.
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Most Recent Customer Reviews
3.0 out of 5 stars excellent book
Arrived and as described. Will recommend book for negotiations. Cardinal points and a reference guide. Simple and easy read . Thanks
Published 2 months ago by HMPS64
1.0 out of 5 stars boring
This must be the worst book I have read. I was recommended this by Notts Uni Technology CEO and got really bored after 10 pages.
Published 5 months ago by Mr R Chauhan
5.0 out of 5 stars Brilliant
I found this book very insightful and easy to understand. Rather than focus on the “they do this you do that” approach it offers a way of thinking, a mind-set if you like about... Read more
Published 10 months ago by Dave703010
5.0 out of 5 stars Good to improve your skills
The book gives advice how to improve your negotiations skills, has examples and ways to approach different situations. Read more
Published 15 months ago by Edd
5.0 out of 5 stars Good book
I was a Union Rep at the time, and this book gave a good insight into how to negotiate with Management, It arrived faster than I expected.
Published 15 months ago by Sandra Shack
1.0 out of 5 stars complete utter crap
It doesn't have the best structure and is very confusing but it has a lot of common sense in it. So don't buy it use your head!
Published 18 months ago by Blessing O Platinum
5.0 out of 5 stars Excellent
Product arrived on time (even before the deadline) and in excellent conditions, as stated in the sale advert.
Many thanks!
Published 20 months ago by Victoria Petitjean
5.0 out of 5 stars Great buy!
I received this book, on time, exactly as described, and with a more than fair price! Recommended! Ps. the book is extremely interesting.
Published 20 months ago by ab
4.0 out of 5 stars Classic..!
I loved 'Negotiating for Dummies' (1996) but I can easily say that 'Getting to Yes...' seems to be the Godfather of the negotiating books. Read more
Published on 31 Dec 2011 by soren JP
4.0 out of 5 stars Practical, Common Sense Advice for Reaching Agreement
Getting to Yes does what all good self-help books should do: it provides practical, common sense advice in a coherent style and makes assimilating information easy. Read more
Published on 22 Dec 2011 by John Dexter
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