Getting To YES by Roger Fisher and William Ury
Getting To YES is a long time best seller on negotiation from the Harvard Negotiation Project. The Harvard Negotiation Project has very successfully run negotiation training for many decades now. Their work focuses on working toward solutions beneficial to both sides instead of digging in on specific positions and setting up heated standoffs. If you’ve read articles on negotiation and seen the acronym BATNA, this is a result of their work. It stands for Best Alternative To A Negotiated Agreement and is part of their addressing walk away points. If you are exploring different works on negotiation this is one of the must read classics and certainly a great starting point. It’s very relevant, well written, and best of all short being just under 200 pages. I also like that they give many book references throughout for other works on negotiation addressing some of the areas they don’t dive deep into such as very difficult parties not willing to work toward solutions and different negotiating types or personalities. So as usual Hit The Books, They Don’t Hit Back!