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Getting to Yes: Negotiating Agreement Without Giving In

Roger Fisher, William Ury and Bruce Patton

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Founder connections

  • Charlie MungerRecommended reading list
    Getting to Yes appears in the Recommended reading section of Poor Charlie’s Almanack.
    Source

Summary

Roger Fisher, William Ury and Bruce Patton present a method for reaching agreements, based on the Harvard Negotiation Project. They ask readers to separate the people from the problem, understand the interests behind stated positions and work together on fair options. The method applies to personal disputes as well as negotiations at work.

  • SourceGetting to Yes — Penguin Random House · Book Description; exact 2011 paperback ISBN 9780143118756

Why read it Our view

Read it when a negotiation seems stuck on competing demands. Its approach gives founders a way to explore what each party needs and create options that could satisfy both, while keeping a difficult business discussion from becoming a personal fight.