Getting to Yes

Roger Fisher, William Ury & Bruce Patton

Negotiating an Agreement Without Giving In

Final Summary

The key message in this book is:

Don’t consider conflicts a zero-sum game. Avoid trench warfare and instead try to understand and address the underlying interests of all parties. Stick to the facts, remember you’re dealing with humans, and stay open-minded when it comes to solutions.

The questions answered in this book:

Why is it valuable to learn how to negotiate well?

• Learn to negotiate well; everything is based on negotiations.

• Avoid trench warfare. It costs a lot and brings very little in return.

What does it mean to negotiate?

• Keep in mind that you’re negotiating with people.

• Fight the problem, not the person you’re negotiating with.

• Before you search for solutions, understand both parties’ underlying interests.

Which tools and tricks can you use?

• Outline options before you search for solutions.

• Always find objective criteria to base your decision on.

• To negotiate well, you have to be well-prepared.

• Negotiation is communication: listen and stick to talking about facts!

• Even the best tools can’t always guarantee success.

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