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Getting to Yes

Roger Fisher et al.

Getting to Yes

by Roger Fisher et al.

Getting to Yes

Roger Fisher et al.

5 min
3 key insights
Visual, audio & text

Getting to Yes is a handbook for having successful negotiations, teaching the techniques to better resolve conflicts, communicate openly with others, and reach settlements that satisfy you and your opponent.

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Getting to Yes

by Roger Fisher et al.

Getting to Yes

Roger Fisher et al.

Overview

Research shows that the more options we have, the harder it is to choose one. Nowadays, many of us feel overwhelmed with choice. Whether we're trying to buy a new car, a laptop, or simply pick something to watch on Netflix, we come across thousands of possibilities without knowing how to truly differentiate them.

Negotiating is about weighing one's options, hearing someone else out, and coming up with the best possible solution for both parties involved. Roger Fisher was a professor of law at Harvard Law School and director of the Harvard Negotiation Project. William Ury is an author, anthropologist, academic, and negotiation expert.

In Getting to Yes, Fisher and Ury unravel the seemingly complex mechanisms of negotiation, with the help of Bruce Patton, co-founder of the Harvard Negotiation Project.

Together, they teach you how to listen to others so you can get them to appreciate and share your perspective. Without actively listening, there's no way of negotiating. Before you seek to get others to understand you, you have to work towards welcoming their point of view – and taking it in.

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Favorite Quote

"People listen better if they feel that you have understood them ... If you want the other side to appreciate your interests, begin by demonstrating that you appreciate theirs."

Roger Fisher, William Ury, and Bruce Patton

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Getting to Yes

Roger Fisher et al.

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