Getting to Yes

Roger Fisher, William Ury, Bruce Patton

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4 chapters and 26 sections in free content.
20 chapters and 141 sections in premium content.
24 chapters and 167 sections in total.
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Negotiating Agreement Without Giving In

30 years ago, two Havard professors started a project called the "Harvard Negotiation Project". As part of this project, they dedicated decades of their lives to researching the most prominent negotiations in the last 100 years.

This research led to a ground-breaking discovery that most people negotiate using the same ineffective strategy called "Positional Bargaining".

So the Harvard Negotiation Project team invented a new Negotiation Strategy called "Principled Negotiation". And this strategy completely changed how millions of people negotiate.

Roger Fisher

Roger Fisher is Williston Professor of Law Emeritus at Harvard Law School, Founder and Director Emeritus of the Harvard Negotiation Project, and the Founding Chair of the Program on Negotiation at Harvard Law School.

William Ury

William Ury is co-founder of Harvard’s Program on Negotiation and a Distinguished Fellow of the Harvard Negotiation Project.

Bruce Patton

Bruce Patton is a Co-founder and Distinguished Fellow of the Harvard Negotiation Project, cofounder of the Program on Negotiation at Harvard Law School, and a founder and partner of Vantage Partners, LLC, a consulting firm that helps Global 2000 companies negotiate and manage their most critical relationships.

Chapter - Introduction

i1 - Previously, decision-making was hierarchical

In the past, decision-making in most places was done based on hierarchy. People at the top of the hierarchy were supposed to make the decisions. People at the bottom of the hierarchy were supposed to follow orders.

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Complete summary: 24 chapters and 167 sections.

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