Getting to Yes

The foundational text on principled negotiation, developed at the Harvard Negotiation Project. Fisher and Ury introduced a method that rejects positional bargaining in favor of focusing on underlying interests, and it has become the default framework taught in law schools, business programs, and diplomatic training worldwide.

Why Start Here

“Getting to Yes” is the book that defined modern negotiation theory. Its four principles (separate the people from the problem, focus on interests not positions, invent options for mutual gain, insist on objective criteria) form a complete system for handling any negotiation without resorting to threats or tricks. The concept of BATNA (Best Alternative to a Negotiated Agreement) has become so widely used that most negotiators take it for granted, forgetting that it originated here.

This is the essential first book from Fisher and Ury because it contains the complete framework. Ury’s later books (“Getting Past No,” “The Power of a Positive No,” “Getting to Yes with Yourself”) all build on the foundation laid here.

What to Expect

A concise 204-page book that reads quickly. The writing is clear and practical, with examples from international diplomacy, labor disputes, and everyday life. Originally published in 1981, it has been updated twice, with the current third edition dating from 2011.