Getting to Yes

Roger Fisher and William Ury published their first edition of Getting to Yes: Negotiating Agreement Without Giving In, back in 1981. I just finished up the second edition that was published in 1991. Even though this book has been around for awhile, it has maintained a healthy shelf life. After reading it, I can understand why.

It's a very well done and lays out a good groundwork for negotiating. Whether you are dealing with a multimillion dollar account, or dealing with a vendor at the flea market, the principles apply to all negotiations.

The authors even admit that most of what you read, you already know. However, they remind you of the important things you need to be aware of when negotiating. A lot of the principles are ones we often fail to remember on a regular basis.

Fisher and Ury also put a positive spin on negotiating. I've always seen negotiating as a struggle or competition where someone gets screwed, but they do a good job of helping you see negotiations as being a win/win for all parties if it's done right.