June 14, 1991
"Cofounder of a Harvard Law School program on negotiation, Ury presents a five-step agenda to deal successfully with opponents, be they unruly teenagers, labor leaders, terrorists or international politicians. Strategies focus on self-discipline, or tactics for defusing the adversary's attacks, and suggestions for developing options designed to lead to a mutually satisfactory agreement. Defining negotiations as "the art of letting the other person have your way,'' Ury, coauthor of Getting to Yes, stresses the need to understand the other's character and motivation. With examples--including Iacocca and the Chrysler Corporation vs. Congress--he shows the advantages of curbing reactions and stepping back to restore perspective. The author's imaginative and persuasive reasoning, communicated to the "opponent'' reader, serves in itself to validate his theories."
(Audiobook Review); 2004
"The five steps to getting past no are managing your own emotions, connecting with your opponent's positions, re-framing the conflict to embrace broader principles and options, making it easy to move toward agreement, and making it difficult not to. Though written 12 years ago, these core ideas sound fresh and alive in this recording. It all adds up to a very effective audio lesson on negotiating. The author is an excellent teacher, and his examples and tone are perfect for the material. He convinces the listener that negotiating involves understandable challenges and skills that can be mastered with just a little effort and practice. A pleasure to hear and a great example of how a skillful abridgment can communicate ideas without losing meaning." (This review refers to the audio version of the book.)
In this [book] you will learn
Why you should read Getting to Yes
Authors Roger Fisher, William L. Ury and Bruce M. Patton offer a seminal step-by-step guide to negotiating effectively. The authors use anecdotal examples to illustrate both positive and negative negotiating techniques. They believe that, with principled negotiation, both parties can reach an agreement in an amicable and efficient manner. Principled negotiation is based on the belief that when each side comes to understand the interests of the other, they can jointly create options that are mutually advantageous, resulting in a wise settlement. Since this is the second edition, the authors take the opportunity to answer ten common questions from readers of the first edition. If you become skeptical about these fairly rosy negotiation techniques as you read, the Q and A section is very useful. This classic text is easy to understand and you can implement its techniques immediately. getAbstract.com can’t ask for more than that.