| Getting to YES | |
|---|---|
| Author(s) | Roger Fisher and William L. Ury |
| Genre(s) | non-fiction |
| Publisher | Penguin Group |
| Publication date | 1981 |
| Pages | 200 |
| ISBN | 9780140157352 |
| OCLC Number | 24318769 |
| Dewey Decimal | 158/.5 20 |
| LC Classification | BF637.N4 F57 1991 |
Getting to YES: Negotiating Agreement Without Giving In is a best-selling 1981 non-fiction book by Roger Fisher and William L. Ury. Reissued in 1991 with additional authorship credit to Bruce Patton, the book made appearances for years on Business Week's "Best Seller" list. The book suggests a method called "principled negotiation or negotiation of merits."
Contents |
Members of the Harvard Negotiation Project, Fisher and Ury focused on the psychology of negotiation in their method, "principled negotiations", finding acceptable compromise by determining which needs are fixed and which are flexible for negotiators.[1] By 1987, the book had been adopted in several US school districts to help students understand "non-adversarial bargaining".[2] 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.[3] As of December 2007, it was still making appearances on the list as one of the "Longest Running Best Sellers" in paperback business books.[4]
The method of principled negotiation is based on four propositions: