Getting to yes

Getting to Yes, written by Roger Fisher, William Ury, and Bruce Patton, introduces the concept of principled negotiation.

This approach separates the people from the problem, focuses on interests rather than positions, invents options for mutual gain, and insists on using objective criteria.

The book provides strategies to manage emotions, avoid common negotiation traps, and deal with 'dirty tricks' used by other parties.

It emphasizes the importance of understanding the other side's perceptions, managing misperceptions, and creating a collaborative environment to reach agreements that satisfy both parties.