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"Getting to Yes: Negotiating Agreement Without Giving In"
By: Peter Block
Written: 11/28/05

For our book report for IS Planning and Management, we were to read and review, Getting to Yes: Negotiating Agreement Without Giving In, by Roger Fisher, William Ury, and Bruce Patton. The book was written to educate readers on how to become better, more effective negotiators. They start with defining the difference between positional negotiations versus principled negotiations. They then move on describing their four principles for effective negotiation: People, Interests, Options, and Criteria. Additionally, they describe three common obstacles to negotiation - when the other party is more powerful, what if they won't play, and when the other party uses dirty tricks - and discuss ways to overcome those obstacles. They also emphasize that all four negotiation principles should be used throughout the negotiation process. Finally, the team of authors answers ten commonly asked......

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Approximate Word Count: 1352
Approximate Pages: 6 (250 words per double-spaced page)

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