Getting to Yes
by Roger Fisher, William Ury and Bruce Patton
The Harvard Negotiation Project's method: separate people from the problem, focus on interests not positions, invent options for mutual gain, insist on objective criteria, and know your best alternative. It is the foundation of principled negotiation and remains the clearest book on it, if somewhat idealistic about the other side.
Read it if…
you negotiate and want a principled framework rather than tricks.
Skip it if…
you deal with hard bargainers who do not play fair; pair this with Voss.
Three things you will actually use
- Ask why behind every position.
- Generate options before deciding.
- Know your walk-away before you sit down.
Do this first
Before your next negotiation, write your BATNA, your best alternative if no deal is reached.
Our verdict
The classic framework; essential, slightly idealistic.
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