Getting To Yes: Negotiating An Agreement Without Giving In originally published in 1981 is considered a classic book on negotiation skills, and advocates the use of the 5 step method of principled negotiation.

Summary Of The Book

Getting To Yes: Negotiating An Agreement Without Giving In

This book helped millions of readers understand the psychology of negotiation, and is credited with establishing the method of ‘principled negotiation’, enabling many individuals to successfully negotiate win win agreements with others, in their personal and professional lives.

Getting to Yes: Negotiating An Agreement Without Giving In

As suggested in the book, a method known as principled negotiation or negotiation of merits must be used in order to arrive at the best solution. This method involves five principle guidelines which include, Focussing on interests, not on positions, Insisting on using objective criteria, Separating the person from the problem, Knowing one’s BATNA (Best Alternative To Negotiated Agreement), and Inventing options for mutual gain.

Through these clearly defined principles, the book makes the art of negotiation a lot simpler and achievable for individuals, creating a framework that has proven to be highly effective in ensuring success, so much so, that numerous school districts in the United States adopted this book and followed its principles, to help their students gain an understanding of ‘non-adversarial bargaining’.

Getting to Yes: Negotiating An Agreement Without Giving In