Getting to Yes: Negotiating Agreement Without Giving In

Like the title says: a great read, and a good intro to the key concepts behind managing differences.

Getting to Yes is one of those rare business books that manages to be both practical and genuinely easy to read. I picked it up hoping for guidance on professional negotiation, but I quickly realized its lessons extend well beyond the boardroom. The principles, focusing on interests rather than positions, separating people from the problem, and striving for win-win solutions, apply just as naturally to everyday life, from family discussions to planning group projects. What makes it stand out is the clarity of the writing. Complex concepts are broken down into digestible examples without feeling oversimplified. Each chapter offers actionable strategies, yet it never feels like a dense textbook. The authors’ approach encourages thoughtful problem-solving rather than pushing hard bargaining tactics, which makes the advice feel both ethical and practical. Overall, it’s one of those books you keep within reach, not just for work but for navigating daily interactions more smoothly. Definitely worth picking up!!!

I picked this up for a summer class I was taking on negotiations. Often, business books are full of fluff and theory that doesn't work in the real world, but this one is different. The techniques here are genuinely actionable. The highlight for me was putting the theory into practice. During the course, we traveled to Croatia and actually used the frameworks from this book to negotiate with other students there. It was impressive to see how the concepts held up even in a cross-cultural setting. It helped me approach disagreements not as a battle of wills, but as a problem to be solved together. I am giving it 4 stars instead of 5 purely because of the writing style. It can be quite dry and academic at times. It is definitely a book you read to learn, not necessarily to be entertained. You might find yourself having to re-read paragraphs to fully grasp the concepts if your mind starts to wander. If you are in business, law, or just want to be better at conflict resolution, this is a must-read standard. Just brew a strong cup of coffee before you sit down with it.

Reviewing a book 15 years after its publication might seem a bit pointless. But that depends on the book. In this case, we're talking about a book that has near cult status in the business community. Over the past 15 years, this book has been referred to and revered in thousands--if not millions--of articles, seminars, college course, and training programs. In fact, as of the date of this review over 100 published books cite Getting to Yes. If you're in business and haven't read this book, you are operating with less than full power. But the book has value well beyond the business world. If you've ever had a disagreement end in a way that left you or the other party feeling cheated or manipulated, that ending probably came about because you were either bargaining about position or confusing the people with the problem. Either strategy guarantees at least one loser. Unfortunately, most disagreements follow one or both of these losing strategies. With discipline and practice, you can apply the knowledge in this book so that you: * Preserve relationships without giving in (go along to get along). * Can satisfy the interests of both parties. * Ensure both parties are motivated to uphold their end of the bargain. * Feel good about the agreement reached and the people who reached it. The strategies have nothing to do with tricking other people or playing games. The strategies have everything to do with respecting other people and refusing to play games. In the publishing world, "thud factor" is a major consideration. Many readers expect filler, in the form of anecdotes and stories (as if they want the author to assume they are too daft to understand assertions made directly in plain English). Getting to Yes is 200 pages long, with the last 50 pages or so being basically a review and a "Cliff Notes" of the first 150. So, you have the book followed by a summary of the book. What you don't have is 150 pages stretched to 300 pages with stories that a busy executive would rather skip. The concise writing is a huge plus to many people, but some reviewers see it as a minus. So, you may also read reviews saying that other books are "better" because they are thicker. I have two proposed solutions to that: 1. Read the first 150 pages of Getting to Yes twice. This will equal 300 pages. 2. Read the book, then practice it. Take 150 pages of notes regarding your experiences. You now have the stories and filler you wanted. The authors wrote this book not to entertain, but to educate. It gets to the point. There is no obfuscation, meandering, or distraction. That same communication style is required in a negotiation. The occasional anecdote may be helpful, but to lead a negotiation to a successful conclusion you must focus on the real issues. That is what this book does. And that's why it's a classic in the classroom and in the boardroom, and in executive suites and staterooms throughout the world. Be sure to read Getting Past No and The Power of a Positive No, as well.

Un libro interessante, chiaro e ricco di spunti pratici. Perfetto per chi desidera migliorare le proprie competenze nella vendita e nella negoziazione, sia in ambito professionale che nella vita di tutti i giorni.

This book may change the way I negotiate. Most of what the authors say in the book could fall under the category of “common wisdom”. The good thing about this book is that it organizes such common wisdom in a way that a negotiator can use it to his benefit. One of the classic books on negotiation worth reading.

very well structured to the point and all practical advice

It is a really amazing book about negotiation. The authors are experts on this subjects and they give many useful tactics on how to succeed in every negotiation. This book is enjoyable and I really apreciate every page of it.

Getting to Yes completely enriched how I approach negotiation. It focuses on finding common grounds through understanding of interests, rather than about winning or giving in. The examples provided felt real and practical, and the ideas provided me additional perspectives in the world of negotiation.