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In this seminal text, Ury and Fisher present four principles for effective negotiation, including: separating people from the problem, focusing on interests rather than positions, generating a variety of options before settling on an agreement, and insisting that the agreement be based on objective criteria.
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 and 2011 added Bruce Patton as co-author. All of the authors were members of the Harvard Negotiation Project.
Negotiation jujitsu is a set of strategies that people committed to principled negotiation can use to respond to others who insist on using positional bargaining. Like many martial arts, negotiation jujitsu is designed to divert and neutralize an opponents attack rather than resisting it with equal force.
By listening closely to each other, treating each other fairly, and jointly exploring options to increase value, negotiators can find ways of getting to yes that reduce the need to rely on hard-bargaining tactics and unnecessary concessions.
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