Getting to yes: negotiating agreement without giving in by Roger Drummer Fisher Summary

1. Focus on interests over positions to uncover mutual benefit.
2. Use objective criteria to resolve conflicting demands fairly.
3. Develop BATNA before negotiations begin.
4. Separate relationship issues from substantive problems.
5. Practice negotiation jujitsu by redirecting attacks.
6. Invent multiple options before committing to agreement terms.
7. Insist agreements use measurable standards accepted by all.
8. Build "yesable propositions" addressing core needs.
9. Apply principled negotiation to transform adversarial battles.
10. Protect relationships by being soft on people, hard on issues.
11. Avoid positional bargaining traps through interest-based exploration.
12. Prepare decision charts showing consequences of accepting/rejecting.

Sobre o autor de Getting to yes

Roger Drummer Fisher, co-author of the international bestseller Getting to Yes: Negotiating Agreement Without Giving In, was an internationally renowned negotiation expert and Harvard Law School professor whose work reshaped modern conflict resolution.

A World War II veteran and former Supreme Court litigator, Fisher spent decades advising governments and corporations through his Harvard Negotiation Project, which pioneered the "interest-based" negotiation framework central to the book. His insights drew from high-stakes diplomatic efforts, including contributing to the 1970 Rogers Plan ceasefire between Egypt and Israel and advising U.S. officials during the Vietnam War.

Fisher expanded his influence as executive producer of the Peabody Award-winning debate series The Advocates and through his earlier critique International Conflict for Beginners. Translated into over 40 languages and selling more than 15 million copies, Getting to Yes remains a cornerstone text in law schools, business programs, and diplomatic training worldwide.

Perguntas frequentes sobre Getting to yes

What is Getting to Yes about?

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.

Who should read Getting to Yes?

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.

Is Getting to Yes worth reading?

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.

What are the key concepts in Getting to Yes?

• 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.

How does Getting to Yes suggest handling aggressive negotiators?

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.

What is BATNA in Getting to Yes?

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.

How does Getting to Yes differ from traditional negotiation tactics?

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.

What updates were made in later editions of Getting to Yes?

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.

Why is Getting to Yes still relevant today?

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.

What criticisms exist about Getting to Yes?

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.

How can I apply Getting to Yes in daily life?

• 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.

Who were the authors of Getting to Yes?

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.