Getting To Yes by Roger Drummer Fisher Summary

Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher, William Ury, and Bruce Patton outlines the principled negotiation method, emphasizing separating people from problems, focusing on interests over positions, and generating mutual gains. It provides strategies for resolving conflicts in business, diplomacy, and personal relationships without adversarial tactics.

Professionals in law, business, or diplomacy, mediators, and anyone navigating high-stakes negotiations will benefit. Its principles apply to workplace disputes, international diplomacy, and everyday conflicts, making it valuable for leaders, educators, and individuals seeking collaborative solutions.

Yes. A perennial bestseller with over 15 million copies sold and translations in 35+ languages, it revolutionized negotiation theory. Its actionable frameworks, like BATNA (Best Alternative to a Negotiated Agreement), remain widely taught in academia and applied globally.

• Separate people from the problem: Address issues objectively without personalizing conflicts.
• Focus on interests, not positions: Identify underlying needs to find common ground.
• Invent options for mutual gain: Brainstorm solutions collaboratively.
• Insist on objective criteria: Use fair standards (e.g., market value, precedent) to evaluate outcomes.

The book advises reframing attacks by asking, “Why would my counterpart accept this proposal?” and using principled negotiation to redirect discussions toward shared interests. It discourages counterattacks, advocating instead for calm, solution-focused dialogue.

BATNA (Best Alternative to a Negotiated Agreement) refers to the most advantageous course of action if negotiations fail. Knowing your BATNA strengthens leverage and prevents accepting unfavorable terms. Example: A job seeker with another offer can negotiate salary more confidently.

Unlike win-lose haggling, it promotes interest-based negotiation, prioritizing mutual gains. For instance, instead of fixating on a price (position), buyers and sellers might explore payment terms or delivery timelines (interests) to reach a better deal.

The 2011 third edition added modern examples (e.g., post-Saddam Iraq negotiations), sections on communication tactics, and insights into identity’s role in conflicts. It expanded guidance on managing emotions and building trust.

Its focus on empathy, creativity, and fairness aligns with modern workplace dynamics and global diplomacy. Organizations like the Harvard Negotiation Project continue advocating its principles for resolving tech-industry disputes, international treaties, and social conflicts.

Some argue its methods assume rational counterparts and equal power dynamics, which may not apply in highly adversarial or imbalanced scenarios. Critics note it undersells emotional factors, though later editions address this with “core concerns” like appreciation and autonomy.

• At work: Use BATNA to prepare for salary talks.
• In relationships: Frame disagreements around shared goals (e.g., “How can we both feel heard?”).
• Community issues: Invite stakeholders to brainstorm solutions jointly, not defend fixed demands.

Roger Fisher (Harvard Law professor) and William Ury co-authored the 1981 first edition, with Bruce Patton joining for revisions. Fisher pioneered conflict resolution studies, while Ury and Patton expanded applications in corporate and diplomatic settings.