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Latest 6 Reviews Here is what people are saying about the Getting to Yes: Negotiating Agreement Without Giving In
"Great Seller"
2009-09-08
- Reviewed By User: AICLTJUTVIM5T
Great seller, book arrived quickly and exactly as described. Would definitely deal with this seller again.
"Informative how-to"
2009-09-08
- Reviewed By User: A13WOTEUE37DR6
As one of the reviewers already said, it's a good intro to negotiating. I find it a bit dry towards the middle, and also somewhat repetitive. I agree with one reviewer who said that there aren't enough solid examples of the techniques and principles discussed. But it does give another way to negotiate. I especially like the chapters about when people refuse to "play the same game" as you, as in using "dirty tricks" and "digging in" to their positions. The authors do provide advice on how to counter these tactics, but it's much easier said than done.
"More to Negotiating than 'Principled Negotiations'"
2009-07-30
- Reviewed By User: A1ZMXRS5770YKG
I have taught this book at the college level, as well as had it in college myself. I would like to add a comment on the context for what the authors term, "principled negotiations." They focus on this to the exclusion of many interesting negotiation techniques. Despite the effectiveness of 'principled negotiations' in many - perhaps most - negotiating situations, it leaves at least several interesting and effective techniques unexplored. In fact, my experience with students is that they put all their eggs in this basket, and then can't quite discover why they are not making more progress in their business negotiations. I actually would recommend a number of other books for this purpose, and will do so through Amazon. Negotiation Boot Camp: How to Resolve Conflict, Satisfy Customers, and Make Better DealsThe 50 Best (and worst) Business Deals of All TimeBeyond Reason: Using Emotions as You NegotiateSecrets of Power Negotiating
"Getting to Yes" promotes effective non-confrontational negotiation.
The most common negotiating technique is to take a position and budge as little from it as possible. This is misguided.
The first and foremost principle of "Getting to Yes" is to base negotiations not on position but on interests. Even something as simple as deciding the amount of rent an apartment is worth involves interests that can help negotiations if mentioned. The landlord hopes the prospective tenant is quiet while the tenant the landlord hopes the landlord will maintain the premises. Each party's total interests should weigh in the balance when negotiating the lease.
It helps negotiations progress we understands our counterparty's interests, when we put ourselves in their place. The point is not to sympathize with the other party and be more open to giving in, but rather to be able to make more effective offers.
The authors also give many key phrases that help avoid or defuse tense situations. It's a good idea to practice the following sample out loud in front of a mirror before an actual negotiating round.
*Please correct me if I'm wrong but... *Could I ask you a few questions to see if my facts are right? *Let me see if I understand what you are saying... *We appreciate what you've done for us... *Our concern is fairness... *Trust is a separate issue. (When asked "Don't you trust us?") *What is the principle behind your action/decision? *We'd like to settle this on the basis of independent standards...
The last two phrases fit with another technique advocated by the authors: to base negotiating decisions on independent principles. For instance, with rent, independent standards include the rent for other similar apartments in the same neighborhood and legal constraints on raising rents more than a certain percentage. Independant standards allow parties to reach an agreement without seeming to give in to each other.
As good as it is, no book on anything will make the reader an expert. Practice is needed, but "Getting to Yes" provides a great starting point.
Vincent Poirier, Tokyo
"one of the best books i Ever read."
2009-06-16
- Reviewed By User: A1EPXUZ1BG6IWY
this book is written in plain English but has some very strong ideas and tips.
"A perennial favorite that has lost none of its relevance"
As other reviews provide a summary, I would like to concentrate on what the book means to me personally. By focusing attention on interests and away from egos, I find the methods it introduces border on the therapeutic. This is not a bad thing, since every negotiation is the product of personal interaction. Addressing the confounding effects of personality and ego directly simply makes sense.
Getting To Yes is the only book I consistently wish I had read sooner. It was first recommended to me in an undergraduate political science class. Since then I have re-read it every few years, and gifted it on numerous occasions -- including 3x this year alone. The last occasion was my extremely gifted niece's 10th birthday.
The clarity of expression and the usefulness of the principles described make it suitable for any high school student. It is simply one of the most "hands-on" books I have ever encountered -- in any field. A strong buy recommendation for anyone interested in being a better advocate for themselves.
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"Great Seller"
"Informative how-to"