Getting to Yes
by Roger Fisher · 1981
The Harvard Negotiation Project's method for principled deals everyone can live with.
Worth reading? Getting to Yes is the canon of principled negotiation: separate people from the problem, focus on interests not positions, invent options, use objective criteria. Forty years on, still the best starter negotiation book. Skip it only if you teach the subject.
| Author | Roger Fisher |
|---|---|
| Published | 1981 |
| Category | Business & Money |
| Favorite quote | “Focus on interests, not positions.” |
The Verdict
Getting to Yes is the canon of principled negotiation: separate people from the problem, focus on interests not positions, invent options, use objective criteria. Forty years on, still the best starter negotiation book. Skip it only if you teach the subject.
anyone who negotiates, which is everyone, daily
you already separate people from problem and trade on interests
Book Summary
The Harvard Negotiation Project's method for principled deals everyone can live with. It earns its place by giving you a clear lens you can apply, not just inspiration. Separate the people from the problem. Focus on interests, not positions. The practical move is to read it once, then act on the one idea that maps to your current bottleneck, rereading the whole thing rarely adds more than executing the part you skipped.
Top 5 Lessons from Getting to Yes
- Separate the people from the problem.
- Focus on interests, not positions.
- Invent multiple options before deciding.
- Use objective criteria, not power, to settle.
- Know your BATNA (best alternative to a deal).
Top 3 Quotes from Getting to Yes
"Separate the people from the problem."
Roger Fisher, Getting to Yes
"Focus on interests, not positions."
Roger Fisher, Getting to Yes
"If you don't have a BATNA, you have no power."
Roger Fisher, Getting to Yes
Frequently Asked Questions
Is Getting to Yes worth reading?
Yes, if the description fits you, anyone who negotiates, which is everyone, daily. Skip it if you already separate people from problem and trade on interests.
What is the main idea of Getting to Yes?
Getting to Yes is the canon of principled negotiation: separate people from the problem, focus on interests not positions, invent options, use objective criteria.
Who should read Getting to Yes?
Anyone who negotiates, which is everyone, daily. Skip it if you already separate people from problem and trade on interests.
What will you get out of Getting to Yes?
A clearer, opinionated take you can act on, plus the sharpest lessons pulled into a short list so you don't have to read the whole book to decide.
Ready to read it?
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