Summary of Getting to Yes

Getting to Yes: Negotiating Agreement Without Giving In is a must-read primer on the basics of negotiation and dispute resolution. Written by Roger Fisher, William Ury, and Bruce Patton, the book offers a straightforward, universally applicable method for negotiating personal and professional disputes without getting angry or resorting to litigation. It starts with the fundamental assumption that all negotiation is, fundamentally, a process of problem-solving rather than a battle of wills. The authors provide a four-step method for successful negotiations: separate the people from the problem, focus on interests, not positions, generate a variety of options before deciding what to do, and insist on using objective criteria. Throughout the book, the authors emphasize the importance of trust and mutual respect in the negotiation process. They also offer numerous practical tips and techniques for avoiding common pitfalls and negotiating effectively in a variety of situations.