Review by Professor Donald Mitchell
In virtually all circumstances
where people are working together, they come to agreement in
ways that short-change the interests of everyone involved.
This landmark book shows practical ways to find out what
other people want, and to devise better alternatives that
"win" for everyone. The authors do a great job of
overcoming the preconception that many hold that working on
problems means that you have to be unpleasant. The advice to
be hard on the
and easy on the people (building a relationship) is a key
concept that everyone can use.
Solving Strategies: 4 Levels
I have found this book to be
one of the most helpful that I have every read, and I cite
its lessons in my own book. I recently had a chance to use
these principles in a negotiating workshop with veteran
negotiators, and I was struck by how few people apply the
lessons of GETTING TO YES. You will vastly improve your life
if you read and practice the ideas in GETTING TO YES.
Negotiation DOs and DON'Ts