Getting to Yes: Negotiating Agreement Without Giving In (Unabridged)
by Roger Fisher & William Ury
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Getting to Yes is a straightorward, universally applicable method for negotiating personal and professional disputes without getting taken - and without getting angry. It offers a concise, step-by-step, proven strategy for coming to mutually acceptable agreements in every sort of conflict - whether it involves parents and children, neighbors, bosses and employees, customers or corporations, tenants or diplomats. Based on the work of the Harvard Negotiation Project, a group that deals continually with all levels of negotiation and conflict resolution, from domestic to business to international, Getting to Yes tells you how to: Separate the people from the problem Focus on interests, not positions Work together to create opinions that will satisfy both parties Negotiate successfully with people who are more powerful, refuse to play by the rules, or resort to "dirty tricks"
Not for Business
This book is clearly written by academics, not business people. It's loaded with inflated, fluffy language which distracts from the points the authors are trying to make. Ironically, they frequently stress the importance of communication. It's as if this book is written by insecure academics who are constantly trying to prove just how intelligent they are. Their disregard for straight talk which makes it difficult to follow, relate and use. I don't have time to hack through their vernacular.
Most, if not all of the concepts are covered in Dale Carnegie's "how to win friends and influence people". It's a much better read.
I highly doubt the authors have a business background and question their real world experience with negotiation.
Don't waste your time or your dime.