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Getting to yes: negotiating an agreement without giving by Roger Fisher, William Ury

Getting to yes: negotiating an agreement without giving by Roger Fisher, William Ury

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Book Summary

Getting to Yes: Negotiating Agreement Without Giving In is a classic guide to negotiation that introduces the concept of principled negotiation. The book explains how people can reach fair and mutually beneficial agreements without conflict or manipulation. Instead of arguing over positions, it encourages focusing on underlying interests, separating people from the problem, generating multiple options, and using objective criteria to make decisions. The central idea is that effective negotiation should lead to win–win outcomes where both sides feel satisfied, rather than one side simply “winning” at the expense of the other.

About the Authors

Roger Fisher, William Ury, and Bruce Patton are experts from the Harvard Negotiation Project. They developed influential methods for conflict resolution and negotiation used in business, diplomacy, and everyday decision-making. Roger Fisher was a professor at Harvard Law School, William Ury is a well-known negotiation consultant and co-founder of the Harvard Negotiation Project, and Bruce Patton is a lawyer and mediator who contributed significantly to the development of practical negotiation strategies.

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