Getting to Yes: How to Negotiate Agreement Without Giving in

Version: Unabridged
Author: Roger Fisher , Bruce Patton , William L. Ury
Narrator: Murphy Guyer
Genres: Business, Self-help, Negotiation & Communication
Publisher: Simon & Schuster Audio
Published In: January 2003
# of Units: 6 CDs
Length: 6 hours
Ratings:
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Overview

One of the key business texts of the modern era, Getting to Yes has helped millions of people learn a better way to negotiate. Based on the work of the Harvard Negotiation Project, a group that deals with all levels of negotiation and conflict resolution, it offers listeners a straightforward, universally applicable method for negotiating personal and professional disputes--at home, in business, and with the people in any situation. Listen to Getting to Yes to learn, step by step, how to:

DISENTANGLE THE PEOPLE FROM THE PROBLEM

FOCUS ON INTERESTS, NOT POSITIONS

WORK TOGETHER TO FIND CREATIVE AND FAIR OPTIONS

NEGOTIATE SUCCESSFULLY WITH ANYBODY AT ANY LEVEL

"THIS IS BY FAR THE BEST THING I'VE EVER READ ABOUT NEGOTIATION."

-JOHN KENNETH GALBRAIT

"THE AUTHORS HAVE PACKED A LOT OF COMMONSENSICAL OBSERVATION

AND ADVICE INTO A CONCISE, CLEARLY WRITTEN LITTLE BOOK."

-BUSINESSWEEK

"A COHERENT BRIEF FOR 'WIN-WIN' NEGOTIATIONS."

-NEWSWEEK

Reviews (11)

Getting to Yes

Written by John Pompeii from Mentor, OH on May 8th, 2008

  • Book Rating: 4/5

This book presents a good framework for negotiation and interacting with other people w/alot of good advice. I'm glad I rented it. As others have said, the reader is very slow and monotone....a very bad choice for such a topic. That's really the reason for the low reviews. It's worth sticking with it though, IMHO.

Great if you can stay awake!

Written by Kelvin Z. on April 13th, 2007

  • Book Rating: 4/5

I liked the way it explained things. **Warning** Do not listen in the car while tired or late at night. The message is great if you can stay awake. It will put you to sleep, though. THe tone or something. You will learn a better way of negotiating. I have used the techniques and they work! A great instructional book for anyone. We all use negotiations everyday. Great book.

Duh

Written by Allison Scobie-Lloyd on February 14th, 2007

  • Book Rating: 1/5

Duh. There should be a warning on this selection preparing you for how incredibly simplistic and dull it will be. If I weren't so bored I might have been moved enough to feel my intelligence was being insulted.

Getting to Yes

Written by Anonymous on June 15th, 2006

  • Book Rating: 2/5

I found the book to be slow. I couldn't concentrate on the book. I've tried to read the book and failed at it to.

Getting to Yes

Written by Anonymous on February 2nd, 2006

  • Book Rating: 4/5

Interesting book, simulated dialogues are analyzed and verbal tactics discussed. Good learning experience

Quite Useful

Written by Dan Redfern on January 27th, 2006

  • Book Rating: 4/5

This was a very interesting book that I thought provided a a good outline on how to approach the negotiation process and was applicable to even someone like me who does not negotiate in my job.

... got me to no

Written by Anonymous on December 29th, 2005

  • Book Rating: 1/5

getting to yes - couldn't get me to the end of the first CD. This book needs a serious re-write in order to be an audio book - as a straight reading - it is a dismal failure. Frequent references to the lists on the packaging (which doesn't come with it) and advice to "skip ahead to the last chapters" are maddening. The tone is condescending (largely the reader's fault), the advice simplistic and obvious, although, to be fair - I couldn't make it past the first CD. It might get better. My advice, skim the book in a bookstore - you'll get more out of it.

A little slow

Written by Anonymous from Racine, WI on May 10th, 2005

  • Book Rating: 3/5

I thought it was a little slow, but I LOVED the concepts: how to stay on target, just HOW to get to a win/win, how to focus on interests instead of positioning. Would have been better as an abridged title (I never say that). Still worth getting if you do any negotiating in your job, marriage, etc. Overall : slow but fairly good.

Getting to Yes

Written by Shirley Andrews from Augusta, GA on March 11th, 2005

  • Book Rating: 2/5

This was way too long. The author seemed to get off the subject and when he did he lost me. But I did get a few good pointers from him, if you can stay awake long enough.

Good for everyone

Written by Guy with long commute on February 3rd, 2005

  • Book Rating: 4/5

I found this book interesting and informative. Perhaps the reader’s voice wasn't the most enthusiastic, but the material was nonetheless provided in a concise and easy to follow manner. I feel this audio book provided not only good ideas for negotiation, but also for overall good communication in general. What’s more, most of the material was more than common sense stuff. Overall, I found it stimulating and worth reading and would definitely recommend it.

Author Details

Author Details

Fisher, Roger

Roger Fisher is the Samuel Williston Professor Emeritus of Law at Harvard, director of the Harvard Negotiation Project, and founder of two consulting organizations.
Daniel Shapiro, associate director of the Harvard Negotiation Project, teaches at Harvard Law School and in the psychiatry department at Harvard Medical School.

Ury, William

William L. Ury co-founded Harvard’s Program on Negotiation where he currently directs the Global Negotiation Project. He is the author of The Power of a Positive No: How to Say No & Still Get to Yes (2007) and co-author (with Roger Fisher) of Getting to Yes: Negotiating Agreement Without Giving In, a five-million-copy bestseller translated into over twenty languages. "No other book in the field comes close to its impact on the way practitioners, teachers, researchers, and the public approach negotiation," comments the National Institute on Dispute Resolution. Ury is also author of the award-winning Getting Past No: Negotiating with Difficult People and Getting To Peace (released in paperback under the title The Third Side.)

Over the last 30 years, Ury has served as a negotiation adviser and mediator in conflicts ranging from corporate mergers to wildcat strikes in a Kentucky coal mine to ethnic wars in the Middle East, the Balkans, and the former Soviet Union. With former president Jimmy Carter, he co- founded the International Negotiation Network, a non-governmental body seeking to end civil wars around the world. During the 1980s, he helped the US and Soviet governments create nuclear crisis centers designed to avert an accidental nuclear war. In that capacity, he served as a consultant to the Crisis Management Center at the White House. Most recently, Ury has served as a third party in helping to end a civil war in Aceh, Indonesia, and helping to prevent one in Venezuela.

Ury has taught negotiation to tens of thousands of corporate executives, labor leaders, diplomats and military officers around the world. He helps organizations try to reach mutually profitable agreements with customers, suppliers, unions, and joint-venture partners.

Ury is also co-founder of the e-Parliament, which offers the 25,000 members of congress and parliament around the world an Internet-based forum in which they can learn from one another other about legislative solutions that work and together tackle global problems such as climate change, energy efficiency, and terrorism. His most recent project is the Abraham Path Initiative, which seeks to address the growing chasm between the world of Islam and the West by creating a permanent path of tourism and pilgrimage in the Middle East that retraces the footsteps of Abraham, the unifying figure of Judaism, Christianity, and Islam.

Ury is the recipient of the Whitney North Seymour Award from the American Arbitration Association and the Distinguished Service Medal from the Russian Parliament. His work has been widely featured in the media from The New York Times to the Financial Times and from ABC to the BBC.

Trained as a social anthropologist, with a B.A. from Yale and a Ph.D. from Harvard, Ury has carried out his research on negotiation not only in the boardroom and at the bargaining table but also among the Bushmen of the Kalahari and the clan warriors of New Guinea.

Patton, Bruce

"Bruce Patton is a founder and director of Vantage Partners. He is also Deputy Director of the Harvard Negotiation Project, which he co-founded with Professor Roger Fisher and William Ury in 1979.



Bruce has extensive experience in corporate, labor-management, and international contexts. His work focuses on relationship management in alliance, outsourcing, and merger contexts; managing internal executive teams or cross-matrix conflict; and on negotiation advice and capacity building. He has worked globally with some of the world's best-known corporations, including Andersen Consulting (now Accenture), Boeing, I.B.M., J.P. Morgan, and Unocal. In addition to his work in the accounting, banking, energy, and legal sectors, Patton has extensive experience in the high-tech, IT, and telecom areas. He has helped launch alliances, save and implement mergers, repair outsourcing relationships, renegotiate supplier relationships, implement restructured supplier management systems, coach executive teams, and build systems to support coordinated, high-quality, company-wide approaches to the management of key negotiations and relationships.



In addition to his work at Vantage Partners, Bruce is a founder and Board member emeritus of the nonprofit Conflict Management Group. From 1985-1999, he was the Thaddeus R. Beal Lecturer on Law at Harvard Law School, where he taught the pioneering Negotiation Workshop and related courses. He continues to teach regularly in Harvard's executive education programs. His work in the public sector includes training the white Cabinet and African National Congress Negotiating Committee in South Africa before the constitutional talks that ended apartheid, mediating at the behest of the U.S. and Iran in the 1980 hostage conflict, working with President Oscar Arias on the Esquipulas II Central American peace agreement, and enabling the Boston Public Schools and the Boston Teachers Union to negotiate several contracts for educational reform.



Mr. Patton is co-author with Roger Fisher and William Ury of Getting to YES: Negotiating Agreement Without Giving In (2nd Ed., Penguin, 1991), which has sold more than 3 million copies and been translated into 23 languages. Most recently he co-authored (with Douglas Stone and Sheila Heen) Difficult Conversations: How to Discuss What Matters Most (Viking/Penguin, 1999), a New York Times Business Bestseller.



Mr. Patton received his A.B. from Harvard College in 1977 and his J.D. from Harvard Law School in 1984."

Ury, William L.

William L. Ury, a consultant, writer, and lecturer on negotiation, is associate director of the Harvard Negotiation Project.