Book Review: Getting to Yes

One of the most influential works in the endeavour of negotiations is Getting to YES. This work offers a clean, easy to read and is quite digestible for both novices and the experienced negotiator. The novice will be introduced carefully and will easily understand the principle centred approach outlined by the authors. Experienced negotiators will find it to be an excellent source of refreshment and reference.

When this book was originally published, it was regarded as a ground breaking work in describing and demystifying the the practice of negotiation. It broke away from emphasizing tactics as a means of persuading people and focused on the principle and objectivity to obtain fair outcomes for all parties to a negotiation.

Any individual who seeks to improve their abilities or are taking their first steps into the flexible arena of negotiation will discover that this book clarifies and aids your understanding of what makes a great negotiator. By identifying and avoiding the pitfalls and tactics that unscrupulous negotiators might employ becomes somewhat easier.

Additionally, every basic lesson ever learned by negotiators is discussed and well presented. Topics include vital concepts which include Don't bargain over positions, Separate people from the problem, Insist on objective criteria and Getting the other side to play. The novel premise Best Alternatives to a Negotiated Agreement is also discussed. This crucial concept effectively allows either party to realize the point at which they do not want or cannot negotiate. This precept alone is as important as knowing how to negotiate.

Two million copies in 20 different languages of Getting to Yes has been sold worldwide. There has been no other work on negotiation that has been as widely read as this one. If you have not read it - you really should do so!

By Roger Fisher & William
Ury, with Bruce Patton Editor,
First Published 1981 reprinted
1999, Random House Business
Books, ISBN 1-8441-3146-7,
Second edition