Getting to Yes
by Roger Fisher, William Ury and Bruce Patton•1991
242 pages
Getting to Yes" introduces the revolutionary concept of principled negotiation, presenting a pragmatic approach that focuses on separating people from problems, focusing on interests rather than positions, generating creative options, and using objective criteria for fair outcomes. Authored by experts from the Harvard Negotiation Project, the book transforms traditional adversarial negotiation methods into a collaborative problem-solving strategy that seeks mutually beneficial solutions by understanding underlying interests and creating value for all parties.
Key ideas
In any negotiation, separate relationship issues from the substantive problem to prevent emotional entanglement and maintain focus on solving the actual issue at hand.
The concept of separating people from problems is fundamental to successful negotiation. When we negotiate, we often conflate our feelings about the other person with the issue being discussed, leading to poor outcomes.
The book illustrates this with a tenant-landlord dispute where both parties were unable to resolve a heating issue because they were caught up in personal accusations about responsibility and reliability. When a mediator helped them focus solely on the heating problem rather than their frustrations with each other, they quickly found a cost-sharing solution.
This principle applies broadly beyond formal negotiations - from family disagreements to international diplomacy. When we separate relationship dynamics from the actual problem, we can address both more effectively.
Chapter 2: Separate the People from the Problem
Keep discussions focused on solutions
Write down the core problem you need to solve. List any personal feelings or relationship issues separately. Focus on addressing the core problem first.
Who should read this book?
- Business professionals seeking advanced conflict resolution strategies
- Managers and leaders responsible for complex interpersonal negotiations
- Diplomats, mediators, and conflict resolution specialists
Why It Matters
The book's significance lies in its groundbreaking approach to conflict resolution, bridging academic negotiation theory with practical real-world applications.
By challenging zero-sum negotiation paradigms, it has influenced fields ranging from business and international diplomacy to personal conflict management.
Its methodology has been adopted by multinational corporations, government agencies, and conflict resolution professionals, demonstrating remarkable cross-sector relevance.
Key strengths include its systematic approach and universal applicability, while potential limitations involve the complexity of implementing its principles in highly emotionally charged scenarios.
The book has sparked significant academic and professional discourse about negotiation strategies, becoming a foundational text in conflict resolution literature.
Unlike previous negotiation guides that emphasized win-lose tactics, "Getting to Yes" pioneered a collaborative model that has fundamentally reshaped how professionals approach complex negotiations.