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Getting to Yes: Negotiating Agreement Without Giving In is a best-selling 1981 non-fiction book by Roger Fisher and William Ury. [1] Subsequent editions in 1991 [ 2 ] and 2011 [ 3 ] added Bruce Patton as co-author.
The stated aims and goal of the project, according to the Harvard Law School site is as follows: [3]. The mission of the Harvard Negotiation Project (HNP) is to improve the theory and practice of conflict resolution and negotiation by working on real world conflict intervention, theory building, education and training, and writing and disseminating new ideas.
Fisher et al. illustrate a few techniques that effectively improve perspective-taking in the book Getting to Yes, and through the following, negotiators can separate people from the problem itself: Put yourself in their shoes – People tend to search for information that confirms their own beliefs and often ignore information that contradicts ...
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William Ury is an American author, academic, anthropologist, and negotiation expert.He co-founded the Harvard Program on Negotiation. [1] Additionally, he helped found the International Negotiation Network with former President Jimmy Carter.
Wheeler, Michael, and Nancy J. Waters. "The Origins of a Classic: Getting to Yes Turns Twenty-Five." Negotiation Journal 22.4 (2006): 475-81. Web. The article discusses various reports published within the book and what impact it had in theory, practice and the teaching of negotiation.
One of Cialdini's other books, Yes! 50 Scientifically Proven Ways to Be Persuasive, was a New York Times Bestseller; and another of his books, The Small BIG: Small changes that spark a big influence, was a Times Book of the year. [11] In 2016, Cialdini published Pre-suasion, which became a New York Times and Wall Street Journal bestseller. [12]
[4] [5] It may also be referred to as reflective listening. [3] Active listening encloses the communication attribute characterized by paying attention to a speaker for better comprehension, both in word and emotion. It is the opposite of passive listening, where a listener may be distracted or note critical points to develop a response.