Getting to Yes

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Getting to YES
Getting to Yes.jpg
Author Roger Fisher and William L. Ury; and Bruce Patton in some editions
Country United Kingdom
Language English
Genre Non-fiction
Publisher Penguin Group
Publication date
Media type Print, e-book
Pages 200 pp.
ISBN 978-0140157352
OCLC 24318769
158/.5 20
LC Class BF637.N4 F57 1991
Followed by Getting Past NO

Getting to Yes: Negotiating Agreement Without Giving In is a best-selling 1981 non-fiction book by Roger Fisher and William L. Ury. Reissued in 1991 with additional authorship credit to Bruce Patton, the book made appearances for years on the Business Week bestseller list. The book suggests a method called principled negotiation or "negotiation of merits".


Members of the Harvard Negotiation Project, Fisher and Ury focused on the psychology of negotiation in their method, "principled negotiation," finding acceptable solutions by determining which needs are fixed and which are flexible for negotiators.[1] By 1987, the book had been adopted in several U.S. school districts to help students understand "non-adversarial bargaining".[2] In 1991, the book was issued in a second edition with Bruce Patton, an editor of the first edition, listed as a co-author. The book became a perennial best-seller. By July 1998, it had been appearing for more than three years on the Business Week "Best-Seller" book list.[3] As of December 2007, it was still making appearances on the list as one of the "Longest Running Best Sellers" in paperback business books.[4]

Method of principled negotiation[edit]

The method of principled negotiation was developed at the Harvard Program on Negotiation by Fisher, Ury, and Patton.[5] Its purpose is to reach agreement without jeopardizing business relations.[6] The method is based on five propositions:[7]

  • "Separate the people from the problem"
  • "Focus on interests, not positions"
  • "Invent options for mutual gain"
  • "Insist on using objective criteria"
  • "Know your BATNA (Best Alternative To Negotiated Agreement)"

Getting Past No[edit]

Main article: Getting Past No

Getting Past No is a reference book on collaborative negotiation in difficult situations, written by William L. Ury. First published in September 1991 and revised in 2007, this book is the sequel to Getting to Yes.

See also[edit]


  1. ^ Morrow, Lance (Dec 7, 1981). "The Dance of Negotiation". Time. Retrieved 2009-08-06. 
  2. ^ Piele, Philip K.; Stuart C. Smith (May 12, 1987). "Alternatives To adversarial negotiations being used successfully". Eugene Register-Guard. Retrieved 2009-08-06. 
  3. ^ "The Business Week Best-Seller List". Business Week. July 6, 1998. Archived from the original on 2009-02-15. Retrieved 2009-08-06. 
  4. ^ "The Business Week Best Seller List". Business Week. December 3, 2007. Archived from the original on October 3, 2008. Retrieved 2009-08-06. 
  5. ^ "About the Harvard Negotiation Project". Program on Negotiation Harvard Law School. April 19, 2009. Retrieved January 4, 2014. 
  6. ^ Gladel, Florence (July 1, 2012). "The Harvard Principled Negotiation". The World of Collaborative Practice. Retrieved January 4, 2014. 
  7. ^ Fisher, R., Ury, W. and Patton, B. (1991). Getting to Yes: negotiating Agreement Without Giving In. Second Edition. New York: Penguin Books.

External links[edit]