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Getting To Yes - Roger Fisher and William Ury - Book Review

Getting to Yes: Negotiating Agreement Without Giving In (1981) is a nonfiction book written by Roger Fisher and William Ury, professors at Harvard Law School and joint directors of the Harvard Negotiation Project, which was founded in 1979 to study the principles of successful negotiation. The authors and their students interviewed several successful negotiators to determine the reasons why their negotiations were effective and summarized their findings in five broad principles. The book was republished in 1991 with Bruce Patton as an additional author. It was a Business Week bestseller for more than three years beginning in 1998 and is frequently used in schools to educate young people in the art of negotiation. Fisher and Ury begin by describing positional bargaining in negotiation, in which each party to a negotiation starts from a separate position and attempts to reach a mutually acceptable agreement. They then identify and describe in detail five major principles that would help parties to a negotiation achieve the best possible outcome for themselves. The first piece of advice that the authors give is to “separate the people from the problem.” Parties to a negotiation should be aware that people’s positions on issues tend to stem from underlying feelings and values, therefore, people skills are as essential to successful negotiation as the actual content of the solutions being offered. The authors identify three specific sources of people problems that might arise during a negotiation– misperception of the opposing party’s stances due to differing interpretations of facts, emotional reactions that lead to heated arguments, and miscommunication between parties. The authors suggest that parties to a negotiation ensure that they truly understand the other party’s point of view, control their own emotions while using empathy to defuse the other party’s emotional outbursts, and listen carefully to the other party’s arguments in order to avoid miscommunication. — Thanks for watching! SUBSCRIBE NOW FOR MORE VIDEOS! - https://bit.ly/43Ls0fZ — SOCIAL PAGES! Website - https://matt-haycox.com/ Instagram -   / thematthaycox   TikTok -   / thematthaycox   Facebook -   / thematthaycoxshow   Twitter -   / thematthaycox   LinkedIn -   / matthaycox   — LISTEN TO THE PODCAST! Buzzsprout - https://www.buzzsprout.com/2093740 Spotify - https://spoti.fi/3KyTH18 Apple - https://apple.co/3I4QUuN — Who Is Matt Haycox? - Click for BADASS Trailer : https://bit.ly/40D5KCc As an entrepreneur, investor, funding expert and mentor who has been building and growing businesses for both myself and my clients for more than 20 years, my fundamental principles are suitable for all industries and businesses of all stages and size. I’m constantly involved in funding and advising multiple business ventures and successful entrepreneurs. My goal is to help YOU achieve YOUR financial success! I know how to spot and nurture great business opportunities and as someone who has ‘been there and got the t-shirt’ many times, overall strategies and advice are honest, tangible and grounded in reality.