Business
Getting to Yes
Roger Fisher, William Ury, Bruce Patton
4.0 (62000) 8 min read 5 key ideas
The seminal Harvard Negotiation Project framework for reaching mutually beneficial agreements by focusing on interests, not positions.
Key takeaways
- Separate the People From the Problem
- Focus on Interests, Not Positions
- Generate Multiple Options Before Deciding
- Use Objective Criteria to Resolve Disagreements Fairly
- Know Your BATNA to Negotiate From Genuine Strength
Action checklist
- Separate the people from the problem in your next disagreement
Final takeaway
The authors' closing invitation: apply the book's complete framework — separating people from problems, focusing on interests over positions, generating multiple options, using objective criteria, and understanding your BATNA — as an integrated approach to achieving genuinely mutual, sustainable negotiated agreements.
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