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Publisher's Summary

Negotiation is a way of life for the majority of us. Whether we're at work, at home or simply going out, we want to participate in the decisions that affect us. Nowadays, hardly anyone gets through the day without a single negotiation, yet, few of us are armed with the effective, powerful negotiating skills that prevent stubborn haggling and ensure mutual problem solving.

Fisher, Ury, and Patton cut through the jargon to present a few easily remembered principles that will guide you to success, no matter what the other side does or whatever dirty tricks they resort to. They include:

  • Don't bargain over positions
  • Separate people from the problem
  • Insist on objective criteria
  • What if they won't play?
©1982 Roger Fisher and William Ury (P)2012 Random House Audiobooks

What listeners say about Getting to Yes

Average Customer Ratings
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  • Overall
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Superb 👌

It was a very practical and useful book. Must read for everyone wanting to upskill in this area and have better people management skills.

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clarity on basis of negotiation

it really makes me understand, we are negotiating everyday
and how we can make it better

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    3 out of 5 stars

super book .. deducted one star for repetition of

super book .. deducted one star for repetition of content
the principals are sound and explained well with appropriate narrative s and examples

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  • Andrew
  • 13-05-18

Longwinded...

Essentially, this book has about 10 things to say. They're described very nicely in the final chapter - what you don't need is the pages (=hours) of inane, repetitive drivel that comes before it. This might have made a good short paper - there definitely isn't enough here for a book...

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  • James
  • 03-07-12

Getting to Yes

Would you listen to Getting to Yes again? Why?

Yes, I feel it has many valid theories and examples of using negotiating to better the situation for both parties.

What was the most interesting aspect of this story? The least interesting?

Negotiation Ninjutsu was very interesting as it's an aspect that sounds easy but would take time to prepare. The least interesting part was the additional chapter for modern devices, as it was something I personally already understood.

What about Dennis Boutsikaris’s performance did you like?

The relatable stories, where he even changes the pitch of hi voice for different characters like telling a story, rather than a business book.

Did you have an extreme reaction to this book? Did it make you laugh or cry?

No

Any additional comments?

NO

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  • Overall
    4 out of 5 stars
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  • Owi
  • 15-06-17

Packs a punch, be prepared!

After several listening and practice the ideas shared in the book become a bit easier to actualise. I would recommend to anyone building a business involving negotiations​.

The contents are weighty and in my opinion require lots of practice to enjoy the fruits of the negotiating process.

3 people found this helpful

  • Overall
    4 out of 5 stars
  • Trinidad Gonzalez
  • 30-10-16

Good book; very informative and to the point.

Anyone struggling to remain assertive and open minded in order obtain the best for both parties in a negotiation should give a chance to "Getting to Yes". This is a pleasant book to listen too. The narrators voice doesn't get in the way, quite the opposite! The guide is seasoned with interesting, relevant stories, which improves it's digestion :-D

2 people found this helpful

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    1 out of 5 stars
  • paul
  • 29-01-17

not practical

this book looks great, and if listening to drawn out sentences was what i wanted...bingo.

i wanted a more practical guide that would serve as a 'how too' guide and this is not it

2 people found this helpful

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  • Amazon Customer
  • 01-07-16

Really didn't like this one.

it might just be me but the book seemed pretty repetitive. A whole book to get across just a couple of key points which in truth felt pretty obvious. Maybe that's the point maybe we overlook the obvious. Anyway I didn't feel I got much from this one.

2 people found this helpful

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  • Dr. J. Collins
  • 08-03-21

not sure that the message requires 13 chapters

I found the key information good and was rationalised well. I am not convinced that the chapters needed to be filled with the repeated points.
I found the key elements got a little lost at times by the examples and extra chat.

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  • Elisi
  • 02-02-21

Brilliant

I will have to read this book several times through life, this is gold! Probably in my top 3 favourite books ever!

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  • Simon Cooke
  • 24-09-20

Dated.

Despite a slight attempt to revamp and moderinise this book and its advice is in my view poor and remains dated.

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  • Dune Mac Donald
  • 24-06-20

Droning

Cannot actually be used for anybody besides execs in the USA .
No bearing or relevance to the normal working man in the street .

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  • MR PAUL PRYCE
  • 01-12-19

Some good tips.

I have used the structures discussed at work - with success! There is some repetition but I never heard any direct contractions. Would recommend.

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  • Mr Steven Lane
  • 06-11-19

a gem of a book

loved it after reading it 20+ years ago. if only more politicians who start sentences with "our position is clear" would read it!

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  • Amazon Customer
  • 11-05-19

Some life lessons

Some of the chapters are great, some not. The first couple of ones aren’t that good. Fortunately I didn’t give up and it got very interesting in the middle (can’t remember the exact chapter numbers) and I felt they were written for me as life lessons.

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  • Anthony
  • 02-05-19

Outstanding resource for negotiating anything

Fantastic book with great use of stories to articulate each point. the final chapter is a brilliant summary reference I will continue to come back to over and over again!

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  • Marc Warshall
  • 17-09-18

Must read for anyone involved in negotiation

Great book, although many examples are old it does have a few updates in there. Useful for all situations not just business.

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  • Amazon Customer
  • 25-04-18

Solid book.

Even if you were already intuitively using these techniques, this book gives you interesting ways to package and wield the techniques you were already aware of so as to reduce the confrontational aspects of negotiations in a real world scenario.

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    5 out of 5 stars
  • Anonymous User
  • 29-03-18

great info overall.

it was great info. a shorter version would be ideal. I personally found it hard to focus all the time. nonetheless, great book, examples and info relating to the topic.

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  • Annabel
  • 25-05-16

Essential Negotiation Knowledge

Any additional comments?

Thoroughly informative book that I have found instantly applicable to all areas of life, with outstanding results Have listened to it twice so far and will schedule occasional revisits to ensure the skills and knowledge stay fresh.

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    5 out of 5 stars
  • anon
  • 22-09-15

What a great book

What a great book. I loved it. Will be revisiting it on a regular basis.