{"product_id":"getting-to-yes-roger-fisher-william-ury-9781847940933","title":"Getting to Yes | Roger Fisher \u0026 William Ury","description":"\u003csection class=\"product-description\" style=\"color: #1a1a1a; font-family: 'Helvetica Neue', Helvetica, Arial, sans-serif; line-height: 1.6;\"\u003e\n  \u003ch2 style=\"color: #2c3e50; font-size: 1.75em; margin-bottom: 15px; border-bottom: 2px solid #2c3e50; padding-bottom: 5px;\"\u003eGetting to Yes: Negotiating an Agreement Without Giving In\u003c\/h2\u003e\n  \n  \u003ch3 style=\"color: #2c3e50; font-size: 1.25em; margin-top: 20px; margin-bottom: 10px;\"\u003eExtended Synopsis\u003c\/h3\u003e\n  \u003cp style=\"margin-bottom: 15px;\"\u003eIn the internationally dominant negotiation manual \u003cem\u003eGetting to Yes: Negotiating an Agreement Without Giving In\u003c\/em\u003e, legendary Harvard Negotiation Project pioneers Roger Fisher and William Ury, featuring critical editorial updates by Bruce Patton, analyze the structural parameters of interest-based mediation, the tactical dismantling of zero-sum posturing, and the systemic implementation of objective operational metrics. Reissued as an expanded 240-page trade paperback by Random House Business Books, this timeless classic operates as the definitive antidote to destructive, ego-driven bargaining. The authors establish an unyielding operational thesis: optimal, long-term agreements are never extracted through stubborn positional warfare or submissive concessions, but must be systematically engineered by separating interpersonal friction from substantive problems, tracking underlying systemic motivations rather than surface ultimatums, and anchoring all final resolutions to independent, verifiable standards of fairness.\u003c\/p\u003e\n  \u003cp style=\"margin-bottom: 15px;\"\u003eRather than arranging the material as a collection of loose diplomatic anecdotes, the text organizes its universal communicative methodology across precise strategic pillars. The paradigm of principled negotiation introduces an iconic four-point framework designed to bypass the traditional compromise trap of “soft” versus “hard” bargaining. The framework instructs practitioners to separate the people from the problem to preserve relational equity, focus heavily on mutual interests rather than rigid positions, invent multiple creative options for mutual gain before attempting a settlement, and insist that the ultimate evaluation relies strictly on objective criteria. This baseline structural module trains the negotiator to treat the opposing party not as an existential adversary, but as a collaborative problem-solving partner facing a shared dilemma.\u003c\/p\u003e\n  \u003cp style=\"margin-bottom: 15px;\"\u003eMoving into asymmetric power dynamics, the text details the architecture of the BATNA, or “Best Alternative to a Negotiated Agreement,” which stands as one of the most celebrated concepts in modern strategic decision theory. The authors demonstrate that a negotiator's true leverage does not stem from raw financial scale or aggressive bravado, but from the absolute clarity and strength of their fallback options outside the room. The blueprint concludes by outlining systemic solutions for neutralizing deceptive tactics, positional stonewalling, and psychological warfare through strategic maneuvers like “negotiation jujitsu”—deliberately redirecting an opponent's raw aggression away from personal attacks directly onto the core structural problem. This premium Random House Business paperback remains an indispensable reference asset for university corporate strategy archives, legal mediation practices, and international relations libraries.\u003c\/p\u003e\n\n  \u003ch3 style=\"color: #2c3e50; font-size: 1.25em; margin-top: 20px; margin-bottom: 10px;\"\u003eAccolades \u0026amp; Praise\u003c\/h3\u003e\n  \u003cblockquote style=\"border-left: 4px solid #2c3e50; padding-left: 15px; font-style: italic; margin-bottom: 15px; color: #555;\"\u003e\n    “Getting to Yes is highly readable, companionable, and filled with a wealth of right-minded thinking on dealing with conflicts.”\u003cbr\u003e\n    \u003cspan style=\"font-style: normal; font-weight: bold; color: #1a1a1a;\"\u003e— \u003cem\u003eThe New York Times\u003c\/em\u003e\u003c\/span\u003e\n  \u003c\/blockquote\u003e\n  \u003cblockquote style=\"border-left: 4px solid #2c3e50; padding-left: 15px; font-style: italic; margin-bottom: 20px; color: #555;\"\u003e\n    “The most valuable business book ever written. It offers an objective blueprint for human cooperation that can resolve the most complex industrial or political disputes.”\u003cbr\u003e\n    \u003cspan style=\"font-style: normal; font-weight: bold; color: #1a1a1a;\"\u003e— \u003cem\u003eThe Journal of Business Strategy\u003c\/em\u003e\u003c\/span\u003e\n  \u003c\/blockquote\u003e\n\n  \u003ch3 style=\"color: #2c3e50; font-size: 1.25em; margin-top: 20px; margin-bottom: 10px;\"\u003eAuthor Biography\u003c\/h3\u003e\n  \u003cp style=\"margin-bottom: 15px;\"\u003e\u003cstrong\u003eRoger Fisher\u003c\/strong\u003e (1922–2012) was the Samuel Williston Professor of Law Emeritus at Harvard Law School and a co-founder of the Harvard Negotiation Project. A world-renowned expert in conflict resolution, he advised governments, corporate entities, and international bodies on high-stakes disputes. \u003cstrong\u003eWilliam Ury\u003c\/strong\u003e is an acclaimed anthropologist, negotiation expert, and co-founder of the Harvard Negotiation Project, globally recognized for his work as a mediator in ethnic, industrial, and political conflicts. Co-author \u003cstrong\u003eBruce Patton\u003c\/strong\u003e is a Harvard Law School alumnus, co-founder of the Harvard Negotiation Project, and an architect of the Harvard negotiation curriculum, specializing in corporate mediation and relational communication models.\u003c\/p\u003e\n\n  \u003ch3 style=\"color: #2c3e50; font-size: 1.25em; margin-top: 20px; margin-bottom: 10px;\"\u003eReader Targeting\u003c\/h3\u003e\n  \u003cul style=\"margin-bottom: 20px; padding-left: 20px;\"\u003e\n    \u003cli style=\"margin-bottom: 5px;\"\u003eCorporate executives, managers, legal professionals, and mediators seeking an objective, interest-based framework for dispute resolution.\u003c\/li\u003e\n    \u003cli style=\"margin-bottom: 5px;\"\u003eStudents and academic researchers specializing in business administration, jurisprudence, international relations, and organizational behavior.\u003c\/li\u003e\n    \u003cli style=\"margin-bottom: 5px;\"\u003eAnalytical readers looking to neutralize bad-faith bargaining tactics and optimize long-term relational value in professional transactions.\u003c\/li\u003e\n  \u003c\/ul\u003e\n\n  \u003ch3 style=\"color: #2c3e50; font-size: 1.25em; margin-top: 20px; margin-bottom: 10px;\"\u003eBibliographic \u0026amp; Physical Specifications\u003c\/h3\u003e\n  \u003ctable style=\"width: 100%; border-collapse: collapse; margin-bottom: 25px; font-size: 0.95em; border: 1px solid #e0e0e0;\"\u003e\n    \u003ctbody\u003e\n      \u003ctr style=\"border-bottom: 1px solid #e0e0e0;\"\u003e\n        \u003cth style=\"text-align: left; padding: 10px; background-color: #f8f9fa; color: #2c3e50; width: 40%;\"\u003ePublisher\u003c\/th\u003e\n        \u003ctd style=\"padding: 10px; color: #1a1a1a;\"\u003ePenguin Random House UK\u003c\/td\u003e\n      \u003c\/tr\u003e\n      \u003ctr style=\"border-bottom: 1px solid #e0e0e0;\"\u003e\n        \u003cth style=\"text-align: left; padding: 10px; background-color: #f8f9fa; color: #2c3e50;\"\u003eImprint\u003c\/th\u003e\n        \u003ctd style=\"padding: 10px; color: #1a1a1a;\"\u003eRandom House Business Books\u003c\/td\u003e\n      \u003c\/tr\u003e\n      \u003ctr style=\"border-bottom: 1px solid #e0e0e0;\"\u003e\n        \u003cth style=\"text-align: left; padding: 10px; background-color: #f8f9fa; color: #2c3e50;\"\u003ePublication Date\u003c\/th\u003e\n        \u003ctd style=\"padding: 10px; color: #1a1a1a;\"\u003eJune 7, 2012\u003c\/td\u003e\n      \u003c\/tr\u003e\n      \u003ctr style=\"border-bottom: 1px solid #e0e0e0;\"\u003e\n        \u003cth style=\"text-align: left; padding: 10px; background-color: #f8f9fa; color: #2c3e50;\"\u003eFormat \u0026amp; Binding\u003c\/th\u003e\n        \u003ctd style=\"padding: 10px; color: #1a1a1a;\"\u003eTrade Paperback (3rd Revised \/ 30th Anniversary Edition; standard trade perfect binding with a flexible cardstock casing and smooth protective matte laminate finish)\u003c\/td\u003e\n      \u003c\/tr\u003e\n      \u003ctr style=\"border-bottom: 1px solid #e0e0e0;\"\u003e\n        \u003cth style=\"text-align: left; padding: 10px; background-color: #f8f9fa; color: #2c3e50;\"\u003eISBN-13 \/ ISBN-10\u003c\/th\u003e\n        \u003ctd style=\"padding: 10px; color: #1a1a1a; font-weight: bold;\"\u003e9781847940933 \/ 1847940935\u003c\/td\u003e\n      \u003c\/tr\u003e\n      \u003ctr style=\"border-bottom: 1px solid #e0e0e0;\"\u003e\n        \u003cth style=\"text-align: left; padding: 10px; background-color: #f8f9fa; color: #2c3e50;\"\u003ePage Count\u003c\/th\u003e\n        \u003ctd style=\"padding: 10px; color: #1a1a1a;\"\u003e240 pages (Includes complete text of the four-point principled negotiation framework, advanced diagnostic case studies, the comprehensive “Ten Questions People Ask” backend expansion block, and historical index)\u003c\/td\u003e\n      \u003c\/tr\u003e\n      \u003ctr style=\"border-bottom: 1px solid #e0e0e0;\"\u003e\n        \u003cth style=\"text-align: left; padding: 10px; background-color: #f8f9fa; color: #2c3e50;\"\u003eIllustrations\u003c\/th\u003e\n        \u003ctd style=\"padding: 10px; color: #1a1a1a;\"\u003eYes (Includes comparative procedural tables, relational communication charts, and operational decision matrices)\u003c\/td\u003e\n      \u003c\/tr\u003e\n      \u003ctr style=\"border-bottom: 1px solid #e0e0e0;\"\u003e\n        \u003cth style=\"text-align: left; padding: 10px; background-color: #f8f9fa; color: #2c3e50;\"\u003eDimensions \u0026amp; Weight\u003c\/th\u003e\n        \u003ctd style=\"padding: 10px; color: #1a1a1a;\"\u003e7.76 x 5.08 x 0.63 inches | 6.1 oz (0.38 lbs \/ 174 grams)\u003c\/td\u003e\n      \u003c\/tr\u003e\n      \u003ctr style=\"border-bottom: 1px solid #e0e0e0;\"\u003e\n        \u003cth style=\"text-align: left; padding: 10px; background-color: #f8f9fa; color: #2c3e50;\"\u003eBISAC Categories\u003c\/th\u003e\n        \u003ctd style=\"padding: 10px; color: #1a1a1a;\"\u003eBUSINESS \u0026amp; ECONOMICS \/ Negotiating\u003cbr\u003eBUSINESS \u0026amp; ECONOMICS \/ Conflict Resolution \u0026amp; Mediation\u003cbr\u003eSELF-HELP \/ Personal Growth \/ Success\u003c\/td\u003e\n      \u003c\/tr\u003e\n    \u003c\/tbody\u003e\n  \u003c\/table\u003e\n\n  \u003ch3 style=\"color: #2c3e50; font-size: 1.25em; margin-top: 20px; margin-bottom: 10px;\"\u003eFrequently Asked Questions\u003c\/h3\u003e\n  \u003cp style=\"margin-bottom: 10px;\"\u003e\u003cstrong\u003eWhat does BATNA stand for, and why is it critical to the text's philosophy?\u003c\/strong\u003e\u003cbr\u003eBATNA stands for “Best Alternative to a Negotiated Agreement.” It represents the most advantageous alternative course of action a party can take if negotiations break down. The authors demonstrate that your BATNA is your true source of negotiating power, preventing you from accepting unfavorable agreements.\u003c\/p\u003e\n  \u003cp style=\"margin-bottom: 15px;\"\u003e\u003cstrong\u003eWhat structural enhancements are included in this 3rd Revised Edition?\u003c\/strong\u003e\u003cbr\u003eThis 30th Anniversary printing integrates extensive analytical revisions by Bruce Patton, incorporating refined procedural tables, decision matrices, and a comprehensive backend section titled “Ten Questions People Ask” to address real-world application challenges.\u003c\/p\u003e\n\n  \u003cscript type=\"application\/ld+json\"\u003e\n  {\n    \"@context\": \"https:\/\/schema.org\",\n    \"@graph\": [\n      {\n        \"@type\": [\"Book\", \"Product\"],\n        \"@id\": \"https:\/\/bustdownbooks.com\/products\/getting-to-yes-roger-fisher-william-ury-9781847940933#book\",\n        \"name\": \"Getting to Yes: Negotiating an Agreement Without Giving In\",\n        \"author\": [\n          {\n            \"@type\": \"Person\",\n            \"name\": \"Roger Fisher\"\n          },\n          {\n            \"@type\": \"Person\",\n            \"name\": \"William Ury\"\n          }\n        ],\n        \"editor\": {\n          \"@type\": \"Person\",\n          \"name\": \"Bruce Patton\"\n        },\n        \"isbn\": \"9781847940933\",\n        \"sku\": \"9781847940933\",\n        \"mpn\": \"1847940935\",\n        \"numberOfPages\": \"240\",\n        \"publisher\": {\n          \"@type\": \"Organization\",\n          \"name\": \"Penguin Random House UK\"\n        },\n        \"datePublished\": \"2012-06-07\",\n        \"bookFormat\": \"https:\/\/schema.org\/Paperback\",\n        \"inLanguage\": \"English\",\n        \"description\": \"Master principled negotiation with Getting to Yes. 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