nimishg's review
4.0
Unfortunately, the world is full of people who still think that negotiation is a strong-man game. The one who made the least concessions wins.
This is the most fundamental, basic book to break through that view. At this point, the information in here is old-hat if you're dealing with someone who's a professional negotiator (sales, arbitration, etc) but if you hate negotiating because you just see it as an arm-wrestling competition, this is a great book to get started changing that view.
This is the most fundamental, basic book to break through that view. At this point, the information in here is old-hat if you're dealing with someone who's a professional negotiator (sales, arbitration, etc) but if you hate negotiating because you just see it as an arm-wrestling competition, this is a great book to get started changing that view.
tandrence's review
4.0
Spoilers
Key ideas:
Separate the people you are negotiating with from the issues
Understand the other person's viewpoint
Suggest proposals appealing to both sides
Acknowledge the emotions, do not dismiss as unreasonable
Genuinely listen to the other person
Focus on interests of the parties rather than their positions. Ask why they hold their position.
Focus on desired solution rather than past events
Evaluate multiple possible solutions before considering a single approach
Seek opportunities appealing to both sides
Base decisions on logic, identify guiding principles upfront
Identify best alternative to negotiated agreement so that you have baseline to fall back on
Don't counterattack other party's bad behaviour
Key ideas:
Separate the people you are negotiating with from the issues
Understand the other person's viewpoint
Suggest proposals appealing to both sides
Acknowledge the emotions, do not dismiss as unreasonable
Genuinely listen to the other person
Focus on interests of the parties rather than their positions. Ask why they hold their position.
Focus on desired solution rather than past events
Evaluate multiple possible solutions before considering a single approach
Seek opportunities appealing to both sides
Base decisions on logic, identify guiding principles upfront
Identify best alternative to negotiated agreement so that you have baseline to fall back on
Don't counterattack other party's bad behaviour
ruthie_the_librarian's review
2.0
I think I made it all the way to the end of this. Some of it was v good, other bits less so. I do now think a lot more about why someone is arguing with me about something, what it is that they want, and how I can help them have a 'win' in the argument so that I can get what I want too!
avery_winters's review
5.0
I read this book as a refresher before heading into a negotiation and I'm really glad I did. There's a lot of great information in the book and it's set out at a good pace (no annoying filler etc,.)
lisagray68's review
4.0
Classic book on negotiation, there isn't one better. I find myself using this info all the time, even just in my daily relationships.
jack_reid's review
3.0
Getting to Yes is the original negotiations handbook. The authors founded the Harvard Negotiation Project and spawned the modern negotiation consulting industry. I'm studying for my MBA and this was the first text assigned. I read it over a week period and then wrote a paper analyzing an in-class negotiation exercise using the book's concepts.
The text is a classic for a good reason. The authors cover the fundamentals of negotiating succinctly. For those interested, the authors' approach to negotiation is called principled negotiations, or negotiation on the merits. I list the specific ideas behind principled negotiations below.
1. People: separate the people from the problem.
2. Interests: focus on interests, not positions.
3. Options: invent multiple options looking for mutual gain before deciding what to do.
4. Criteria: insist that the result be based on some objective standard.
Like many business books, Getting to Yes is easy to read but difficult to digest. Without the in-class negotiations exercises, I doubt I would have retained much from the book. It's too straightforward and doesn't force the reader to think much while reading it. It belongs on a business leader's bookshelf for reference when knee-deep in negotiations.
I'd recommend [b:Bargaining for Advantage: Negotiation Strategies for Reasonable People|23801|Bargaining for Advantage Negotiation Strategies for Reasonable People|G. Richard Shell|https://i.gr-assets.com/images/S/compressed.photo.goodreads.com/books/1385056921l/23801._SY75_.jpg|24742] for those without the luxury of taking a negotiation course. I'm still reading it (as the second assigned book for the course), but the text is written to spark curiosity and instill remembrance rather than as a handbook to remain on the shelf.
The text is a classic for a good reason. The authors cover the fundamentals of negotiating succinctly. For those interested, the authors' approach to negotiation is called principled negotiations, or negotiation on the merits. I list the specific ideas behind principled negotiations below.
1. People: separate the people from the problem.
2. Interests: focus on interests, not positions.
3. Options: invent multiple options looking for mutual gain before deciding what to do.
4. Criteria: insist that the result be based on some objective standard.
Like many business books, Getting to Yes is easy to read but difficult to digest. Without the in-class negotiations exercises, I doubt I would have retained much from the book. It's too straightforward and doesn't force the reader to think much while reading it. It belongs on a business leader's bookshelf for reference when knee-deep in negotiations.
I'd recommend [b:Bargaining for Advantage: Negotiation Strategies for Reasonable People|23801|Bargaining for Advantage Negotiation Strategies for Reasonable People|G. Richard Shell|https://i.gr-assets.com/images/S/compressed.photo.goodreads.com/books/1385056921l/23801._SY75_.jpg|24742] for those without the luxury of taking a negotiation course. I'm still reading it (as the second assigned book for the course), but the text is written to spark curiosity and instill remembrance rather than as a handbook to remain on the shelf.