Getting to Yes - Wikipedia

Getting to Yes: Negotiating Agreement Without Giving In is a best-selling 1981 non-fiction book by Roger Fisher and William Ury. ... Subsequent editions in 1991 ... GettingtoYes FromWikipedia,thefreeencyclopedia Jumptonavigation Jumptosearch BookaboutnegotiationmethodsbyRogerFisher GettingtoYESAuthorRogerFisherandWilliamUry;andBrucePattonin2ndand3rdeditionsCountryUnitedStatesofAmericaLanguageEnglishGenreNon-fictionPublisherHoughtonMifflinPublicationdate1981(2nded.1991,3rded.2011)Media typePrint,e-bookPages200pp.ISBN978-0-395-31757-0OCLC7575986DeweyDecimal158.5LC ClassBF637.N4 GettingtoYes:NegotiatingAgreementWithoutGivingInisabest-selling1981non-fictionbookbyRogerFisherandWilliamUry.[1]Subsequenteditionsin1991[2]and2011[3]addedBrucePattonasco-author.AlloftheauthorsweremembersoftheHarvardNegotiationProject. Thebooksuggestsamethodofprinciplednegotiationconsistingof"separatethepeoplefromtheproblem";"focusoninterests,notpositions";"inventoptionsformutualgain";and"insistonusingobjectivecriteria".Althoughinfluentialinthefieldofnegotiation,thebookhasreceivedcriticisms. Contents 1Background 2Methodofprinciplednegotiation 2.1"Separatethepeoplefromtheproblem" 2.2"Focusoninterests,notpositions" 2.3"Inventoptionsformutualgain" 2.4"Insistonusingobjectivecriteria" 3Answerstoquestions 3.1"Whatiftheyaremorepowerful?" 3.2"Whatiftheywon'tplay?" 3.3"Whatiftheyusedirtytricks?" 3.4Tenotherquestions 4Reception 4.1Applicationsofprinciplednegotiation 4.2Criticism 5RelatedbooksbyFisherandUry 6Seealso 7References 8Externallinks Background[edit] FisherandUryfocusedonthepsychologyofnegotiationintheirmethod,"principlednegotiation",whichattemptstofindacceptablesolutionsbydeterminingwhichneedsarefixedandwhichareflexiblefornegotiators.[4]Thefirsteditionofthebookwaspublishedin1981.[1]By1987,thebookhadbeenadoptedinseveralU.S.schooldistrictstohelpstudentsunderstand"non-adversarialbargaining".[5] In1991,thebookwasissuedinasecondeditionwithBrucePatton,aneditorofthefirstedition,listedasaco-author.[2]Themaindifferencebetweenthesecondandfirsteditionswastheadditionofachapterafterthemaintextentitled"TenQuestionsPeopleAskAboutGettingtoYes".[2]: ix–x, 149–187  Thebookbecameaperennialbest-seller.ByJuly1998,ithadbeenappearingformorethanthreeyearsontheBusinessWeek"Best-Seller"booklist.[6]AsofDecember2007,itwasstillmakingappearancesonthelistasoneofthe"LongestRunningBestSellers"inpaperbackbusinessbooks.[7] Thethirdeditionwaspublishedin2011.[3]Amongotherchangestothesecondedition,thethirdeditionaddednewerexamplesofnegotiations,suchasaconflictinIraqafterSaddamHusseinhadfallenfrompower;[3]: xiv, 5–6 paragraphson"coreconcerns"and"theroleofidentity";[3]: 32–33 asection"Howshouldwecommunicate?";[3]: xv, 171–173 andasection"Thereispowerineffectivecommunication".[3]: xiv, 185–188 Asof2022,Uryassertedonhiswebsitethat15millioncopiesofthebookhadbeensold,andthatithasbeentranslatedintomorethan35languages.[8] Methodofprinciplednegotiation[edit] Thebookbeginswithachapter"Don'tBargainOverPositions"thatexplainstheundesirablecharacteristicsofpositionalbargaining,inwhichthenegotiatingpartiesargueoverasequenceofpositions.Suchanargument"producesunwiseoutcomes","isinefficient",and"endangersanongoingrelationship".[3]: 4–7  ThenextfourchaptersdescribethemethodofprinciplednegotiationwhichwasdevelopedattheHarvardNegotiationProject(partoftheProgramonNegotiationconsortium)byFisher,Ury,andPatton.[9]Thepurposeofprinciplednegotiationisto"decideissuesontheirmeritsratherthanthroughahagglingprocess".[3]: xxviii Themethodisbasedonfourprinciples: "Separatethepeoplefromtheproblem"[edit] ThefirstprincipleofGettingtoYes—"Separatethepeoplefromtheproblem"—appliestotheinteractionbetweenthetwopartiestoanegotiation.[3]: 19–41 Theauthorspointoutthatnegotiatorsarepeoplefirst—peoplewhohavedifferentvalues,culturalbackgrounds,andemotions.[3]: 20–21 Therelationshipbetweenpartiestendstobecomeentangledwiththeproblemthatthepartiesarediscussing;therefore,issuesofperception,emotion,andcommunicationneedtobeaddressedduringanegotiation.[3]: 23–39  Concerningperception,theauthorsnotethatitisimportantforanegotiatortounderstandhowtheotherpartyviewsanissue.Waystoaccomplishthisinclude"Putyourselfintheirshoes","Discusseachother'sperceptions",and"Face-saving:Makeyourproposalsconsistentwiththeirvalues".[3]: 24–31  Concerningemotion,theauthorsencouragenegotiatorstoexplorethecausesofboththeirownandtheotherparty'semotions.[3]: 31–32 Techniquesmaybeneededtodefuseanger,suchasallowingtheotherpartytovoicegrievancesandtoprovideanapologyasasymbolicgesture.[3]: 33–35  Concerningcommunication,theauthorspointoutthreecommonproblemsandgivesuggestionstopreventorsolvethem:[3]: 35–39  Notspeakingwiththeotherpartyinadirectandclearmanner; Notactivelylisteningtotheotherparty,butinsteadonlylisteningtorebuttheotherparty'sstatements;and Misunderstandingormisinterpretingwhattheotherpartyhassaid. "Focusoninterests,notpositions"[edit] Thesecondprinciple—"Focusoninterests,notpositions"—distinguishesthepositionsthatthepartiesholdfromtheintereststhatledthemtothosepositions.[3]: 42–57 Forexample,in1978IsraelandEgyptbothheldpositionsaboutoccupyingtheSinaiPeninsula,butthereasonsforthepositionsweredifferent:IsraelwasinterestedinsecurityandEgyptwasinterestedinsovereignty.[3]: 44 AddressingtheunderlyinginterestsofthetwonationsledtotheEgypt–Israelpeacetreatyof1979.[3]: 44 Theauthorsrecommendthatnegotiatorsidentifyinterests,suchasthe"basichumanneeds"of"economicwell-being"and"controloverone'slife",behindtheparties'positions.[3]: 45–51 Bothpartiesshouldthendiscusstheirinterestsandkeepanopenmindtotheothersideoftheargument,inordertoarriveatoptionsthatsatisfytheirrespectiveinterests.[3]: 52–57  "Inventoptionsformutualgain"[edit] Thethirdprinciple—"Inventoptionsformutualgain"—seekstobenefitbothpartiesthatarenegotiating.[3]: 58–81 Togenerateoptions,theauthorssuggestthatthepartiesbrainstormseparatelyandpossiblytogether.: 62–72 Thebookdescribesspecifictechniquestopromoteeffectivebrainstorming;forexample,a"CircleChart"diagramstherepeatedstepsofProblem,Analysis,Approaches,andActionIdeasthatshouldoccur.[3]: 68–70 Optionscaneithermeetsharedinterestsormeetdifferentintereststhatarecomplementary(asinthenurseryrhyme"JackSprat").[3]: 72–77 Afterasuitableoptionisdeveloped,onesidecandraftawrittenagreementtomakethedecisioneasyfortheotherside.[3]: 78–81  "Insistonusingobjectivecriteria"[edit] Thefourthprinciple—"Insistonusingobjectivecriteria"—encouragespartiesto"negotiateonsomebasisindependentofthewillofeitherside".[3]: 82–95 Thisapproachcanhelpproduce"wiseagreementsamicablyandefficiently",asinthecaseofnegotiationsabouttheLawoftheSea.[3]: 84–85 Objectivecriteriacanbebasedonfactorssuchasmarketvalueandprecedent.[3]: 86–87 Thethreestepsforusingobjectivecriteriainnegotiationsaretojointlysearchforsuchcriteria,tokeepanopenmindaboutwhichcriteriashouldbechosentobeapplied,andtonevergiveintopressureorthreats.[3]: 88–89 Thechapteronthisprincipleconcludeswithanexampleofobjectivecriteriabeingusedsuccessfullyinanegotiationbetweenapersonwhosecarisatotallossandaninsuranceclaimsadjuster.[3]: 93–95  Answerstoquestions[edit] Allthreeeditionsofthebookprovideanswerstothreequestionsaboutthemethodofprinciplednegotiation.Thesecondandthirdeditionsanswertenotherquestionsaboutnegotiation. "Whatiftheyaremorepowerful?"[edit] Iftheotherside"hasastrongerbargainingposition",theauthorsrecommend"DevelopYourBATNA—BestAlternativeToaNegotiatedAgreement".[3]: 99–108 TheBATNAis"theresultsyoucanobtainwithoutnegotiating".[3]: 102 TheauthorsgivethreesuggestionstodevelopaBATNAthatbothprotectsthenegotiatorfromacceptinganagreementthatshouldberejectedandimprovesanyagreementthatisaccepted:[3]: 105  Creatingalistofactionsonemighttakeifnoagreementisreached Transformingsomeofthemorepromisingideasintooptions Selectingtheoptionthatappearsbest "Whatiftheywon'tplay?"[edit] Iftheothersidedemandstousepositionalbargaining,anegotiatormayattempt"negotiationjujitsu".[3]: 109–130 Onemethodistoaskathirdpartytomediate.Inthis"one-textprocedure",thethirdpartyexplorestheparties'interestsanditerativelydevelopsasolutionwiththem.Theauthorcitethenegotiationsthatledtothe1978CampDavidAccordsasanexampleoftheone-textprocedure,withtheUnitedStatesdraftingagreementsbetweenEgyptandIsrael.[3]: 118  "Whatiftheyusedirtytricks?"[edit] TheauthorspointtotheoutcomeoftheMunichAgreementin1938asanexampleofanegotiator'sfailuretoaddress"dirtytricks",inthatcaseAdolfHitler'snegotiatingtacticswithNevilleChamberlain.[3]: 131 Instead,thepartiesshouldnegotiateabouttherulesofnegotiationusingthefourprinciplesstatedearlierinthebook.[3]: 132–134 Thiscanovercometacticssuchasmisrepresentationandpsychologicalpressure.[3]: 134–145  Tenotherquestions[edit] Thesecondandthirdeditionscontainachapterafterthemaintextentitled"TenQuestionsPeopleAskAboutGettingtoYes".[2]: 149–187 [3]: 151–194 Thequestionsandanswersconcern"fairnessand'principled'negotiation","dealingwithpeople","tactics",and"power". Reception[edit] Thebookhasbeencalled"arguablyoneof,ifnotthemostfamous,worksonthetopicofnegotiation"[10]aswellasa"wellspringforcutting-edgeacademicresearch".[11]Theprinciplesinthebookhavebeenappliedtonumerousnegotiations.Nevertheless,ithasreceivedcriticisms. Applicationsofprinciplednegotiation[edit] OrganizationalandindividualnegotiatorshaveappliedtheprinciplesofGettingtoYes.In2001,thehealthinsurancecompanyBlueCrossandBlueShieldofFlorida(laterFloridaBlue)formedadepartmenttoimplementprinciplednegotiation.[12]Thepurposewastoaddresstheproblemsofincreasingcompetition,risinghealthcareprices,andincreasedcustomerexpectations.[12]: 109 Forinstance,thecompanyusedprinciplednegotiationtoformajointventurewithitscompetitorHumana.[12]: 110–112 Applyingprinciplednegotiationtechniquesoccurredmorenaturallyattheexecutivelevelthanatlowerlevelsofmanagement.[12]: 112  Insocialwork,principlednegotiationcanbeusedtoadvocateforaclient'sinterests.[13]Forexample,asocialworkermayneedtonegotiatewithagovernmentsocialservicesagencytoobtainservicesforaclient.[13]: 508–511 Inthefieldofpsychology,principlednegotiationhasformedthebasisforeducationalexercisesaboutcriticalthinking.[14] A2008reviewofliteratureconcludedthatthebook'sideascouldbeappliedtocross-culturalnegotiations"ifinterestsaredefinedtoincludeculturalinterests".[15]Forexample,whennegotiatingwithpeopleinChina,anegotiatorshouldbeawareoftheThirty-SixStratagemswhichmaybeemployed.[15]: 436–444  Criticism[edit] GeraldM.Steinbergina1982reviewcriticizedFisherandUryfor"describ[ing]theworldasitshouldbe,andnotasitis".[16]Forinstance,inpracticeitcanbedifficulttofindmutuallyagreeableobjectivecriteriainanegotiation.[16]Furthermore,FisherandUryassumethatnegotiatingpartiesare"unitaryactors",butnegotiationsofteninvolve"complexcollectiveentities,suchasstates".[16] JamesJ.White,aprofessoroflawattheUniversityofMichigan,suggestedin1984thatGettingtoYesisnotscholarlyoranalyticalandreliesonanecdotalevidence,andthat"theauthorsseemtodenytheexistenceofasignificantpartofthenegotiationprocess,andtooversimplifyorexplainawaymanyofthemosttroublesomeproblemsinherentintheartandpracticeofnegotiation".[17]: 115 Inparticular,thebookdoesnotdiscussinenoughdetaildistributivebargaining,inwhichagainforonepartyisalossfortheother.[17]: 119 Fisherrespondedthatthebookisintendedtogiveadvice,andthat"distributionalproblems"canbereconceptualizedas"sharedproblems".[17]: 121 Nevertheless,Fisherreportedthatwhenteachinganegotiationcoursehetoreacopyofthebookinhalftoemphasizethatitwasimperfect.[17]: 120  CarrieMenkel-Meadownotedin1984thatlegalnegotiatorsmightadoptsomeofFisherandUry'sideasbyusingaproblemsolvingapproachinsteadofanadversarialapproach.[18]Nevertheless,shefeltthatideassuchas"separatethepeoplefromtheproblem"wouldnotapply.[18]: 837, 841 In2006,Menkel-MeadowpraisedGettingToYesforinspiringa"richresearchandteachingagenda",butalsoclaimedthatthefactorsleadingtosuccessfulversusfailednegotiationsarestillunclear.[19]: 500  Ina1985article,WilliamMcCarthydescribedeightareasinwhichheagreedwiththebook,butalsolistedreservationsanddisagreements.[20]Thereservationsincludedtheauthors'emphasisonlong-termrelationships(whenimmediateactionsaresometimesrequired);theassumptionthattrustisunnecessaryinnegotiation;andthesuggestionto"avoidstartingfromextremes".[20]: 61–63 Themaindisagreementwasthatthebookdidnotconsidertheneedofanegotiatortoprevailwhenanegotiationinvolvesapowerstruggle.[20]: 63–65 FisherrepliedthatheagreedwithsomeofMcCarthy'scriticisms,forexamplethat"GettingtoYESprobablyoverstatesthecaseagainstpositionalbargaining".[21] A1996paperarguedthatthebook'sdistinctionbetween"interests"and"positions"wasproblematic.[22]Therecanbeadifferencebetweenobjectiveinterests(thathelpanindividual)andsubjectiveinterests(thattheindividualperceivestobehelpful,butthatmaynotbe).[22]: 307 Anegotiatingparty'spublicpositionmaybedifferentfromthatthecourseofactionthatthepartywillactuallypursue.[22]: 308–309 Ifaparty'sinterestisinmaintaininginternalunity,itmayadoptapositionthatpreservesthatunity,thuscausinganoverlapbetweenpositionandinterest.[22]: 313–314  A1997feministanalysisofthebook'srecommendationsappearedintheOtagoLawReview.[23]Itmaintainedthatthebookiswrittenfromamaleperspective,andthatsomeofitsadvicemaynotbeappropriateforfemalenegotiators.[23]: 141–143  Theauthorofa2003examinationofthehistoryofalternativedisputeresolutionfeltthatGettingtoYesisa"classictext".[24]: 693 Nevertheless,thebookfailedtorealisticallyaccountforcompetitionamongnegotiatingpartiesandfailedtoconsidercomplexpersonaldynamicsduringnegotiations.[24]: 694, 772 A2013Forbesarticleassertedthatthetechniquesinthebookdonotworkforthreereasons:peopledonottrustotherpeople,peoplearenotrational,andpeopledonotenjoynegotiating.[25] A2012commentarynotedthatAustralianpracticeguidelinesforlawyerssupportedinterest-basednegotiationofthetypedescribedinGettingtoYes,butthatsuchanegotiationstyleisnotalwaysmoreethicalthanpositionalnegotiation.[26]Itispossibleforbothtypesofnegotiationtobeunethical.[26]: 145 Instead,itisethicalforalawyertobeabletoadjustnegotiationstrategiestoprovideeffectiveadvocacyforaclient.[26]: 154–155 Theneedforflexibilityinnegotiationstyleswasechoedina2015papercallingprinciplednegotiationsa"falsepromise".[27] ChrisVoss,aformerFBIagent,mentionedGettingtoYesinhis2016bookNeverSplittheDifference.[28]HecalledFisherandUry'sbook"agroundbreakingtreatise"[28]: 11 andwrote"Istillagreewithmanyofthepowerfulbargainingstrategiesinthebook".[28]: 13 ButhecriticizedtheirmethodsasinadequateforhostagenegotiationssuchastheWacosiege:"Imean,haveyouevertriedtodeviseamutuallybeneficialwin-winsolutionwithaguywhothinkshe'sthemessiah?"[28]: 14 Vosspresentedalternativetechniquesforsuchsituations,including"theflipsideofGettingtoYes":gettingto"no".[28]: 20  RelatedbooksbyFisherandUry[edit] FisherandUrywroterelatedbookswhosetitlesplayedonthetitleofGettingtoYes.FisherandScottBrownwroteGettingTogether:BuildingaRelationshipThatGetstoYes(1988).FisherandDannyErtelwroteGettingReadytoNegotiate:TheGettingtoYesWorkbook(1995).UrywroteGettingPastNo:NegotiatingwithDifficultPeople(1991,revisedin1993asGettingPastNo:NegotiatingYourWayfromConfrontationtoCooperationorGettingPastNo:NegotiatinginDifficultSituations);GettingtoPeace:TransformingConflictatHome,atWork,andintheWorld(1999,laterreleasedasTheThirdSide:WhyWeFightandHowWeCanStop);ThePowerofaPositiveNo:HowtoSayNoandStillGettoYes(2007);[29]andGettingtoYeswithYourself(AndOtherWorthyOpponents)(2015). Seealso[edit] Conflictresolutionresearch Listofbooksaboutnegotiation Negotiationtheory Rogerianargument References[edit] ^abFisher,Roger;Ury,William(1981).GettingtoYes:NegotiatingAgreementWithoutGivingIn(1st ed.).Boston:HoughtonMifflin.ISBN 9780395317570.OCLC 7575986. ^abcdFisher,Roger;Ury,William;Patton,Bruce(1991)[1981].GettingtoYes:NegotiatingAgreementWithoutGivingIn(2nd ed.).NewYork:PenguinBooks.ISBN 9780140157352.OCLC 24318769. ^abcdefghijklmnopqrstuvwxyzaaabacadaeafagahaiajakalFisher,Roger;Ury,William;Patton,Bruce(2011)[1981].GettingtoYes:NegotiatingAgreementWithoutGivingIn(3rd ed.).NewYork:PenguinBooks.ISBN 9780143118756.OCLC 609540048. ^Morrow,Lance(December7,1981)."Essay:TheDanceofNegotiation".Time.RetrievedJanuary22,2022. ^Piele,PhilipK.;StuartC.Smith(May12,1987)."AlternativestoAdversarialNegotiationsBeingUsedSuccessfully:CouldDifferentBargainingFormatHavePreventedStrike?".EugeneRegister-Guard.RetrievedJanuary22,2022. ^"TheBusinessWeekBest-SellerList".BusinessWeek.July6,1998.ArchivedfromtheoriginalonFebruary15,2009.RetrievedJanuary22,2022. ^"TheBusinessWeekBestSellerList".BusinessWeek.December3,2007.ArchivedfromtheoriginalonOctober3,2008.RetrievedJanuary22,2022. ^Ury,William(n.d.)."AboutWilliamUry".williamury.com.RetrievedJanuary22,2022. ^"AbouttheHarvardNegotiationProject".ProgramonNegotiationatHarvardLawSchool.November7,2018.RetrievedJanuary22,2022. ^Schock,KevinR.(2013)."GettingtoYes:RememberingRogerFisher".ArbitrationLawReview.PennStateLaw.5:422–438. ^Thompson,Leigh;Leonardelli,GeoffreyJ.(August2004)."TheBigBang:TheEvolutionofNegotiationResearch"(PDF).AcademyofManagementPerspectives.AcademyofManagement.18(3):113–117.doi:10.5465/ame.2004.14776179.RetrievedJanuary30,2022. ^abcdBooth,Bridget;McCredie,Matt(August2004)."TakingStepsToward"GettingtoYes"atBlueCrossandBlueShieldofFlorida".TheAcademyofManagementExecutive.AcademyofManagement.18(3):109–112.doi:10.5465/AME.2004.14776178.JSTOR 4166097. ^abLens,Vicki(July2004)."PrincipledNegotiation:ANewToolforCaseAdvocacy".SocialWork.49(3):506–513.doi:10.1093/sw/49.3.506. ^Bernstein,DavidA.(February1995)."ANegotiationModelforTeachingCriticalThinking".TeachingofPsychology.22(1):22–24.doi:10.1207/s15328023top2201_7. ^abProvis,Chris(April2008)."CulturalDimensionInterests,theDanceofNegotiation,andWeatherForecasting:APerspectiveonCross-CulturalNegotiation".PepperdineDisputeResolutionLawJournal.8(3):403–448. ^abcSteinberg,GeraldM.(March–April1982)."BookReviews[GettingtoYes]".NavalWarCollegeReview.35(2):87–89. ^abcdWhite,JamesJ.;Fisher,Roger(1984)."EssayReview:TheProsandConsof"GettingtoYES"['ReviewedbyJamesJ.White'and'CommentbyRogerFisher']".JournalofLegalEducation.34(1):115–124.JSTOR 42897936. ^abMenkel-Meadow,Carrie(1984)."TowardAnotherViewofLegalNegotiation:TheStructureofProblemSolving".UCLALawReview.31:754–842. ^Menkel-Meadow,Carrie(October2006)."WhyHasn'ttheWorldGottentoYes?AnAppreciationandSomeReflections".NegotiationJournal.22(4):485–503.doi:10.1111/j.1571-9979.2006.00119.x. ^abcMcCarthy,William(January1985)."TheRoleofPowerandPrincipleinGettingtoYES".NegotiationJournal.1(1):59–66.doi:10.1111/j.1571-9979.1985.tb00292.x. ^Fisher,Roger(January1985)."BeyondYES".NegotiationJournal.1(1):67–70.doi:10.1111/j.1571-9979.1985.tb00293.x. ^abcdProvis,Chris(October1996)."Interestsvs.Positions:ACritiqueoftheDistinction".NegotiationJournal.12(4):305–323.doi:10.1111/j.1571-9979.1996.tb00105.x. ^abKirby,Justine(1997)."WouldPrincipledNegotiationHaveSavedEve?:AFeministAnalysisofGettingtoYES"(PDF).OtagoLawReview.9(1):122–143.RetrievedJanuary30,2022. ^abSanchez,ValerieA.(2003)."BacktotheFutureofADR:NegotiatingJusticeandHumanNeeds"(PDF).OhioStateJournalonDisputeResolution.18(3):669–776. ^Jensen,Keld(February5,2013)."WhyNegotiatorsStillAren't'GettingToYes'".Forbes.RetrievedJanuary28,2022. ^abcWolski,Bobette(2012)."TheNewLimitationsofFisherandUry'sModelofInterest-BasedNegotiation:NotNecessarilytheEthicalAlternative"(PDF).JamesCookUniversityLawReview.19:127–158.RetrievedJanuary30,2022. ^Reyes,VictorMartinez(2015)."TheFalsePromiseofPrincipledNegotiations".JournalofGlobalInitiatives:Policy,Pedagogy,Perspective.9(2):3–18.RetrievedJanuary30,2022. ^abcdeVoss,Chris(2016).NeverSplittheDifference:NegotiatingasifYourLifeDependedonit.NewYork:HarperBusiness.ISBN 9780062407801.OCLC 950202672. ^Ury,William(2007).ThePowerofaPositiveNo:HowtoSayNoandStillGettoYes.NewYork:Bantam.ISBN 9780553804980.OCLC 70718568. Externallinks[edit] SummaryofbookoncoauthorWilliamUry'swebsite GettingtoYes:NegotiatinginChallengingTimes–VideoofWilliamUryatUniversityofGenevainJune2016explainingconceptsfromthebook Retrievedfrom"https://en.wikipedia.org/w/index.php?title=Getting_to_Yes&oldid=1071902184" Categories:1981non-fictionbooksBusinessbooksCollaborativenon-fictionbooksDisputeresolutionNegotiationPersonaldevelopmentHiddencategories:ArticleswithshortdescriptionShortdescriptionisdifferentfromWikidata Navigationmenu Personaltools NotloggedinTalkContributionsCreateaccountLogin Namespaces ArticleTalk English expanded collapsed Views ReadEditViewhistory More expanded collapsed Search Navigation MainpageContentsCurrenteventsRandomarticleAboutWikipediaContactusDonate Contribute HelpLearntoeditCommunityportalRecentchangesUploadfile Tools WhatlinkshereRelatedchangesUploadfileSpecialpagesPermanentlinkPageinformationCitethispageWikidataitem Print/export DownloadasPDFPrintableversion Languages DeutschעבריתNederlandsPolski Editlinks