Rating: 
Summary: Packed with Knowledge!
Review: 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. We can't ask for more than that.
Rating: 
Summary: Close to the ideal book on negotiation
Review: Fisher's idea of "principled negotiation" is the first real academic attempt to study the best ways to negotiate, and he delivers the material in an easy to follow manner. His main points are (1) seperate the people from the problem (2) Focus on interests and not positions (3) invent options for mutual gain, and (4) insist on objective criteria. However, you must truly think about these points to fully grasp the power of this negotiation style; the substance of those points are not as straight-forward as they seem. The most useful point for novice negotiators is "Focus on Interets, not positions. By reading this book you will learn to spot when someone is being positional and be able to disarm them quickly, but tactifully, as you move the discussion to the various parties' interests. The book is most useful in negotaiting any sort of economic transaction, but is applicable in many areas except maybe if you are negotiating with a govt. regulatory agency. Overall, a must read for any CEO or a person wanting to get the best price on a car. The main thing you should get from this book are the tools that help you to recognize value and not leave value on the table that can be distributed among the parties to maximize gain.
Rating: 
Summary: Don't take it personally!
Review: I must confess I ordered and read this book because my new boss recommended it. Well, now that we have unpacked all the boxes from our move to take this job - I find we have about 5 copies of this book. This book is GREAT! This is not a new book but has been read by millions of people and is now a classic. The first edition came out in 1981 and the second edition 10 years later. The newest edition benefits from many updates and has an additional chapter (#10) with common questions (and answers) that people have commonly asked about Getting to Yes. This new chapter really helps the reader to understand the method better - in fact I can't imagine the book without it. One of the best things that authors Fisher, Ury and Patton do in this popular book do is give the reader a practical framework for developing better relationships that lead to better outcomes in life and work. The ideas are helpful in getting along with family as well as in the workplace. In many cases their methods will sound like things you already knew and have practiced in some of the more successful moments in your life. However, the book puts it all in perspective and gives you the complete picture to know why it works better when you focus on helping the other person get what they want so you can, too. After reading Getting to Yes you will be more prepared to negotiate more effectively in every type of situation. This book helped me decide I like the new boss, too!
Rating:
Summary: Don't take it personally!
Review: I must confess I ordered and read this book because my new boss recommended it. Well, now that we have unpacked all the boxes from our move to take this job - I find we have about 5 copies of this book. This book is GREAT! This is not a new book but has been read by millions of people and is now a classic. The first edition came out in 1981 and the second edition 10 years later. The newest edition benefits from many updates and has an additional chapter (#10) with common questions (and answers) that people have commonly asked about Getting to Yes. This new chapter really helps the reader to understand the method better - in fact I can't imagine the book without it. One of the best things that authors Fisher, Ury and Patton do in this popular book do is give the reader a practical framework for developing better relationships that lead to better outcomes in life and work. The ideas are helpful in getting along with family as well as in the workplace. In many cases their methods will sound like things you already knew and have practiced in some of the more successful moments in your life. However, the book puts it all in perspective and gives you the complete picture to know why it works better when you focus on helping the other person get what they want so you can, too. After reading Getting to Yes you will be more prepared to negotiate more effectively in every type of situation. This book helped me decide I like the new boss, too!
Rating:
Summary: This book is the foundation for successful negotiations
Review: I read this book in an MBA course for Dispute Mediation. Although it was not a required reading, every text and article mentioned this book. You can easily read it in a weekend. Do not expect theory, paradigm, or lofty descriptions-this is cut to the chase stuff that lets you know many techniques for negotiating and helping the other side make a decision that is right for all involved. Some helpful key concepts include elimintating emotions from the process, or dealing with the emotional techniques that the other side may use against you. It also describes BATNA, or the best alternatives to a negotiated agreement-those agreements which may be the most realistic and beneficial terms for both sides. I think that the other book, getting past no, by the same author, is an additional reference that anyone considerring this book should also read as an excellent complementary text to the principles outlined in this classic.
Rating:
Summary: Negotiations don't have to end in a WIN-LOSE situation
Review: I would highly recommend this book to anyone interested in learning how to negotiate in a way that respects people and seeks to benefit both parties simultaneously. As a negotiating novice, this book was highly informative. The book lays out many useful general principles about productive negotiations in a clear and well organized fashion. It is a short book (200 pages) and well worth the effort if you are at all interested in learning how to negotiate in a respectable fashion.
Rating:
Summary: A timeless classic for any negotiator
Review: It's amazing to me that this book was written over twenty years ago, but is still so relevant. Negotiation is a passion of mine, and I have read this book multiple times because the ideas presented in it are the basis for almost any book that has been written on negotiation since its publication. Plus, it is a quick read that almost anyone can understand. This book revolutionized negotiation with its claim that you would be better off if the person that you were negotiating with also read this book. Rather than focusing on tricks and ways to manipulate the other side, it shows you how to set up a cooperative, win-win negotiation. Such terms as win-win negotiation, cooperative problem solving, BATNA (best alternative to a negotiated agreement), and negotiation jujitsu might sound trite because they are used so frequently in other negotiation texts. However, I'm willing to look past that since these terms originated here. In multiple negotiations--big and small--I have used the process outlined in this book (1. "separate the people from the problem", 2. "focus on interests, not positions", 3. "invent options for mutual gain", 4. "insist on using objective criteria") to produce successful results. Your ability to negotiate affects so many parts of your life (from how much money you make to how you resolve conflicts with your spouse) that it is worth investing in this book and in becoming a better negotiator. While (because the book is a tad idealistic) I do not recommend making this the only book that you read on negotiation, I highly recommend it as one of the books to read. I'd also recommend checking out "Getting Past No" by Bill Ury, which is the follow-on to this and discusses how to handle situations in which the other side doesn't want to cooperate.
Rating:
Summary: Great, Easy Intro into Negotiation
Review: This book is a great overview of negotiation for the beginner or those interested in improving relationships in general. Advanced management types will most certainly get something from it as well.
The information is well-organized and the writing style is extremely accessible. The chapters build on each other logically and you'll get something from this book almost immediately.
Great to keep for reference, especially before big meetings. A solid addition to any manager's bookshelf.
Rating:
Summary: Great Book!
Review: This book provides many practical examples on the art of negotiation. The author begins by encapsuling a negotiation into
a tri-parte process:
o It should produce a wise agreement if such a thing is possible
o It should be efficient.
o It should not damage the relationship between the parties. A successful negotiation will meet the underlying concerns of the
parties. There are four points to a successful negotiation:
o Separate the people from the problem.
o Focus on interests and not positions.
o Generate a variety of possibilities.
o Insist that the result be based on an objective standard. In addition, a good negotiation will present the various
options fairly. The parties should develop objective
criteria and fair procedures. When the other side attacks,
consider it as an option and improve upon it. Remember that
affirmative answers generate resistence and questions elicit
answers (thoughtful or otherwise). The essence of a principled
negotiation lays the foundation for a discussion of facts and
basic principles. This work is a gold mine of advice on the art of negotiation.
It will help you to navigate through difficult situations artfully
while deflecting as much resistence as possible. This book will help you because it points out the
pitfalls of negotiations between parties; namely, adherence
to rigid positions, unwillingless to hear the other side and
attacks on people. The objective of a good negotiation is to
produce a fair result and to set forth rational guidelines
and rule structures for the parties to follow. This work
teaches contrary to the way people typically behave. As such,
it provides readers with scenarios that may not be in their
domain of everyday experience.
The author emphasizes the futility of adherence to rigid
positions without exploring alternatives and agreeing on
fair rule structures to evaluate the issues presented.
Rating:
Summary: Essential reading
Review: This is the first book I've read on the issue of negotiation. The book is easy to read, and the authors use good, solid examples to illustrate the techniques they are teaching. The end of the book, with it's summary review, really pulls it all together. The writing style is clean, clear, and simple, without being so simplistic as to seem unbelieveable. The authors try to show readers how to remain objective in negotiations, rather than letting their emotions take control. The speak of being "soft on people and hard on principles", the idea of staying focussed on the problem and not attacking or blaming people. The parts I found most useful are the notions of focussing on interests rather than positions, and finding alternatives that will allow both parties in the negotiation to gain something. The idea of moving away from positions to finding the common ground of shared interests is one that is particularly useful in that it can be applied to any situation, be it a parent/child conflict, a work situation, or any negotiation. This concept shows readers how to focus on their long term goals rather than on being "right" and winning in the short term. I have used the techniques in this book to great success many times, in a variety of areas in my life. They are easy to use, and they work! I highly reccommend this classic text to everyone.
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