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Getting to Yes

Negotiating Agreement Without Giving In
Written by: Roger Fisher, William Ury
Narrated by: Dennis Boutsikaris
Length: 6 hrs and 17 mins
4.5 out of 5 stars (161 ratings)

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Publisher's Summary

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"

©2011 Roger Fisher, William Ury, and Bruce Patton (P)2011 Simon & Schuster

What listeners say about Getting to Yes

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    5 out of 5 stars

Essential Business Book

I just finished "Never Split the Difference" and wanted to revisit "Getting to Yes" to compare and contrast the two books.

Bottom line, you need to read both books and apply the knowledge to the situation you are facing. The former is relevant
when negotiating with someone who doesn't share your value system. The latter is relevant when negotiating with someone who shares your principles and fundamentals.

Both books are essential business reading.

4 people found this helpful

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Probably requires multiple listens

Quite an interesting book with a lot of information and strategies. Considering the nature of the piece, and the effort and practice that the skills require, the book most likely require multiple listens.

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Very effective strategies

The steps were creative and concise using sub titles to organize the content. Very practical!

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Great Book

Amazing book, I am looking forward to listening to the other books in the series. This book was referred to me by a couple of friends and instructors. I am greatly appreciative for their recommendation.

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  • Dre
  • 2019-07-11

started strong but couldn't finish.

This Started out great but I couldn't finish it. Became too boring and repetitive. f

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very informative

great book I will definitely listen to it a few times so much information to absorb and very useful

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Excellent resource for negotiation strategy

This was an easy-to-listen-to and relatively short useful tool for negotiations. You can tell why this is the industry standard for negotiation for lawyers. Even outside of its professional uses, this book can help guide you through inter-personal conflicts from struggling with your landlord, to arguing with your spouse. #Audible1

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  • lou
  • 2018-09-13

Brilliant book

This book teaches you how to set yourself up for success before going into negotiations.
#Audible1

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A must read

This book contains many effective ways of dealing with people in day to day life. Anybody can find insight from this book.

Please treat yourself to the leasing within.

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Amazing

Everyone should read this book, it is an absolute boon to one's life. To have the skills and know how to effectively negotiate with people applies to many aspects of one's life, and can help us understand other people.

Highly recommend this book!!

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  • Brandon
  • 2012-12-11

Articulated what we all know. It helped me focus.

If you could sum up Getting to Yes in three words, what would they be?

Efficient, effective, yes.

What did you like best about this story?

I feel like I just went from baby negotiator to toddler! Before I could grunt and cry to get what I needed, but now I have words to articulate exactly what I am thinking. This has helped me when I am talking to others because instead of taking the time to think through what the other person is saying I can sum it up by saying "oh, they are using aggression, maybe apply some negotiating jujitsu here".

Which character – as performed by Dennis Boutsikaris – was your favorite?

The "real life" examples in book were hard for me to relate with, and I think there was a handful of gloating going on. It was not to difficult to come up with my own personal examples as well though.

Did you have an extreme reaction to this book? Did it make you laugh or cry?

The way the book makes things so black and white and turned each negotiation into a step by step process, if they say try to attack you personally then you..., it makes you want to negotiate everything everywhere! Just to try out different tactics in different situations.

Any additional comments?

Great book, it was good to re-read a chapter or two right before any negotiations that I had planned for that day, just to get the juices flowing.

26 people found this helpful

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  • John
  • 2012-01-14

Maybe I Could Go to Four and One-Half Stars

This is a great book on principled negotiation. As a lawyer and mediator, the concepts in this book were not new to me, but the book puts things together in a very organized and easily understood package. I will certainly be recommending it to some of my clients.

If there is one thing that detracts from the book, it is that many of the examples remain dated. I am afraid that, to a younger listener, the book might seem somewhat obsolete. Of course, that is not true at all -- the concepts and principles, which are actually rather new in the grand scheme of things -- remain very valid.

Perhaps this would not have jumped out to me except for the fact that the authors make the point at the beginning that this is a revised and updated edition of a classic. Revised, maybe. Updated? Not so much.

Still, the book contains many timeless and valuable lessons.

88 people found this helpful

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  • Rita W
  • 2012-06-21

Learn how to come out the good guy

What did you love best about Getting to Yes?

This book has a lot of information in it! This helped me very much when I had to go into a family meeting with the lawyers. It doesn't just teach you how to get to a yes, but it teaches you how to listen too! Great book! No matter what your career is, or who you are, you should read this book!

14 people found this helpful

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  • scogre
  • 2016-03-21

Good but not great

This book was good, but not great. Much of what is in it is relevant information. However the book did not continuously capture my attention and I am not sure how much of it I will use in my future negotiations.

6 people found this helpful

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  • Rebekah
  • 2016-03-17

I learned so much

The original reason I purchased this audiobook was because it was a required School reading. However, shortly after beginning I really began to see the value of negotiating in everyday life. I think the audio book was a better format of getting the information across and the narrator did a good job with inflicting the important parts. I will definitely be listen to this book again for personal reasons.

6 people found this helpful

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  • Changhui Li
  • 2012-02-21

Worth reading

If you could sum up Getting to Yes in three words, what would they be?

Lots of useful information that can be applied to daily life, you can use it as a manual to check up yourself whenever you are going to argue with someone.

6 people found this helpful

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  • Brian
  • 2012-11-12

Very valuable content

What made the experience of listening to Getting to Yes the most enjoyable?

This book provides a very interesting and perhaps correct insight into why people make the choices they do and the "why" that should be at the heart of successful organizations.

5 people found this helpful

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  • Brian Losabia
  • 2012-07-12

Great ideas but so-so narration. Worth buying yet.

As one whose makeup leads to conflict avoidance in most negotiations, I thought -- correctly -- that Getting To Yes might contain a few concepts, approaches, and tactics which would be valuable to me. I can confirm that there is much wisdom in this book, but I did find the narration to be a little difficult to follow. The 30-second replay was employed many, many, times during the listening of this book in order to jump back in an effort to understand what was just said. I am going to buy the print (e-book) version of this title so that I might more fully understand the teachings; bulleted lists and section headings are fine in print, but in this case did not translate well to the spoken word. Even with the troublesome narration, I found this book to be well worth the money.

8 people found this helpful

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  • Qi
  • 2016-04-04

Too hard to listen to

The content of the book is great. There are some good take aways but I found the book to be very hard to comprehend. The language used in the book is so academic that makes it hard to listen to. I had to listen to it twice before understanding the whole thing. It makes me feel like reading my boring lecture notes back in my university days. You learn stuff but the process is painful.

I may not have picked up this book if I can choose again.

6 people found this helpful

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  • RANDALL JAFFE
  • 2012-03-08

Useful life information.

Would you listen to Getting to Yes again? Why?

We are negotiating all the times. This helps me see how others can manipulate me and hopefully make my negotiating better.

Would you recommend Getting to Yes to your friends? Why or why not?

Yes. Planning to give it to my daughter graduating from Law school.

6 people found this helpful