Getting to Yes: Negotiating an agreement without giving in

Bought this to help with one of my modules at university. Most law degrees only teach substantive law and the philosophical side of it, but mine teaches you how to be a lawyer too. As such, we spent a lot of time studying the mechanics of negotiations. I can safely say that this book is fantastic. Since I've read it, I've been able to use some of the techniques it covers in day-to-day life - this is not an exclusively specialist text (it's written in easy to understand Plain English) and is relevant to resolving any form of conflict. The best thing is that the techniques actually work! A lot of the content is transferable to other areas too, so it's great value for the price. It also made for very interesting reading, and considered the psychological effects of different negotiation styles - it doesn't just give you a list of what to do, but it explains WHY the points being made will work. This is one of the key assets to this text. Buy this book now! Tip: if you're a student, buy the Kindle version like I did. That way when you're making notes, you don't need to keep wrestling with the binding to keep the book open.

Definitely a good mindset and tactics on negotiation in here. The theory part of the book is a bit dry to get through, but is building up the foundation for the more interesting application part of the book that follows. It's a quick read with an eye-opening mindset that will stick with me, hopefully for the rest of my life.

The insights are practical, easy to understand, and incredibly impactful. Every time I revisit it, I discover something new that helps me grow and improve. It’s one of those rare books that stays relevant no matter how many times you read it. Highly recommend to anyone looking for guidance and inspiration!

I have learned about two thirds of what the book advises through years of experience, but the systematic way it is presented is excellent. The other third were things I felt I ought to have worked out but didn't. The authors give excellent advice, outlining the value of principled negotiation over bargaining and taking positions, emphasising the importance of focusing on the issue, not the individuals involved. The rationale for this is explained thoroughly and ample examples are given to illustrate the points. I found myself casting the principles into my own context (education) which you may do if you come to this book in frustration from your own experiences which is, I think, a good way of taking this book from theory to practice. The authors have clearly developed their insights from reality, and the chapters at the end, which are a sort of FAQ of what they have expounded in the body of the volume, are again a good way of moving the principles to reality in the readers' minds. A very good read, and I would recommend it.

It's an interesting read, well written with some interesting anecdotes but it can get a little woolly at times. It's not a scientific paper on the psychology of negotiating; that would take a team of people and hours and hours of research and investment. It's somewhere between a motivational presentation and a seasoned professional's advice. The likelihood is, if you're doing this for a job, the person you're talking to is going to have heard about all or most of these methods. It's a good starting point and an interesting reference but that's all; it's not a guide for your life or a guaranteed way to get the best outcome in every situation.

The book may not necessarily be called revolutionary in presenting a completely new way of negotiating but this is also not a weakness per se. What the authors have done is to collect a set of principles on how negotiation can be conducted successfully, without damaging the relationship to the other party. The idea behind it - namely principle based negotiation - is that one should separate the personal from the factual and stick as much to the latter as possible. They neither advocate the old fashioned 'win-lose' approach of positional bargaining, nor the often unrealistically positive 'win-win', for which there is often no basis in the situation you are facing. The recommendations are sound, even if not new, and presented in an easy to digest format, which is both concise enough to be read quickly, as well as organized enough so that you can find specific points (matching your particular situation) easily. The book does not provide an excessive number of practical examples to demonstrate the principles but the ones given are both apt enough and sufficient for someone who is not completely new to the subject. Another advantage (for some readers) is that the book remains hands on throughout - it focuses on the negotiation situations and less on how to mathematically calculate theoretical payoffs from a combination of concessions. If a more thorough theoretical grounding is your thing, Raiffa's The Art and Science of Negotiation will be a useful complement to this book. To summarize, I can only recommend the book as a sound basis for conducting negotiations, whether you are a novice or a relatively seasoned negotiator. While it will hardly teach the seasoned ones many new tricks, it may provide a new perspective on their success and it will certainly be a useful refresher.

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This book comes from the Harvard Negotiation Project, and is the culmination of years of research and negotiation. The model of principled negotiation critically decouples people from issues and creates negotiating room by suggesting negotiators work on issues rather than from pre-stated positions which may end up having perverse consequences. It’s a brilliant concept and encapsulates an approach you may already take unknowingly, but articulates the advantages in a clear and logical way. Well worth reading.

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!!!

El libro superó mis expectativas. Contiene ideas y herramientas muy valiosas que se pueden aplicar en el día a día, no solo en lo personal sino en los negocios o en cualquier ámbito.

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