 A systematic approach to a highly desired skill
Although negotiation takes place every day, it is not easy to do well, and standard strategies for negotiation often leave people dissatisfied, worn-out and/or alienated, according to Roger Fisher and William Ury in this book. The book describes a method of negotiation called principled negotiation, or negotiation on the merits. The method is designed to produce wise outcomes efficiently and amicably.
There are four basic points to principled negotiation: separate the people from the problem; focus on interests not positions; generate a variety of possibilities before deciding what to do; and insist that the result be based on some objective standard. Before entering negotiations, the negotiator should be aware of his or her "best alternative to a negotiated position" as a fallback in case the negotiations are unsuccessful. The authors also suggest various strategies for dealing with people who refuse to negotiate or who use dirty tricks.
The book is reasonably short and easy to read. It provides a systematic approach to a highly desired skill, showing how a difficult conflict can be approached in a rational rather than emotive manner, and that helps to explain why it has been a bestseller for almost 30 years. Negotiation is an essential skill for lawyers, but it is also a necessary skill for running a successful business or maintaining a successful marriage. This is the best book on negotiating that I have read, and I highly recommend it.
 Great basic guide to good will negotiating
Lots of good points and guides for the lay person and possibly a good refresher for the more experienced negotiator.
The big limitation this book for me is that it seems essentially about negotiating a flexible solution with othere parties of some good faith and willingness to be reasonable.
Unfortunately I would suggest the negotiating skills and strategies most important at the cutting edge are about dealing with exactly the opposite kind of person.
A Timeless Business Classic
Although it has been a number of years since I first read this book, its wisdom continues to serve as the fundamental framework for the many negotiation opportunities that everyday life sends my way. I continue to recommend this classic primer to anyone who is looking for a foundation for effective negotiating. Its succinct guidance is contained in its four fundamental principles; 1) separate the people from the problem; 2) focus on interests, not positions; 3) generate a variety of possibilities before deciding what to do, and 4) insist that the result be based on some objective standard. Whatever situations business or family life might send your way, applying these four principles will reliably put you on the path to win-win solutions. "Getting to Yes' is an easy read with a powerful and practical message.
 Great book, but ridiculous price.
Very good book - 4 stars - but I'm reviewing the Kindle edition, which is $3 more expensive than the paperback. Ridiculous.
Classic Title
While I agree with some reviewers that other books have advanced the state of the art in negotiation, GTY is the base upon which most good books build. When paired with The Power of a Positive No, GTY gives readers a solid foundation in principled negotiations.
I have personally used the concepts in these two books to net thousands of dollars from salary increases and tenant negotiations alone. And I can do it while holding my head up high, knowing that my negotiations are equitable and don't rely on sleaze tactics.
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