Mastering the Art of Negotiation: A Review of ‘Getting to Yes’ by Fisher and Ury

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Pages: 1
Subject: Literature

Assignment Question

I’m working on a writing question and need the explanation and answer to help me learn. This week, you will submit a book review written about “Getting to Yes: Negotiating Agreement Without Giving In” by Roger Fisher and William Ury. This book is required; please do not substitute another book. You must use a chapter-by-chapter discussion of the book in which you: (1) summarize the author’s ideas in the chapter in one paragraph and (2) discuss/reflect how these ideas relate to your life and/or how you can use these suggestions in your professional line of work (in one paragraph). This will result in two paragraphs per chapter. Your conclusion should consist of a summary of your personal opinion of the book as well as how (or if) you can apply the ideas to your personal life. APA format is not required for this paper and please note you do NOT need to answer the questions for each chapter or review the questions at the end of the book NOTE: i need 3 pages of content for the above assignment, in text citations, in APA format & references are important too also attaching the rubric for the assignment. You can find the book online for free.



In the following book review, we explore the renowned work “Getting to Yes: Negotiating Agreement Without Giving In” by Roger Fisher and William Ury. This book provides invaluable insights into the art of negotiation and conflict resolution. The review follows a chapter-by-chapter discussion format, summarizing the authors’ ideas in each chapter and reflecting on their applicability to both personal life and professional contexts. Through this comprehensive examination, we aim to uncover the book’s key principles and demonstrate how they can be effectively integrated into various aspects of life and work.

Chapter 1 – Don’t Bargain Over Positions

In the opening chapter, Fisher and Ury emphasize the importance of moving beyond traditional positional bargaining and focusing on interests. They suggest that by understanding the underlying interests of both parties in a negotiation, it becomes possible to create value and reach agreements that are mutually beneficial. Personally, I found this concept highly relevant in everyday life, as it encourages us to look beyond surface-level disagreements and delve into the deeper motivations and needs of individuals. In my professional work, particularly in project management, recognizing stakeholders’ underlying interests has proven effective in resolving conflicts and reaching compromises that align with project objectives.

Chapter 2 – Separate the People from the Problem

Chapter 2 underscores the significance of addressing both substantive issues and interpersonal relationships in negotiations. The authors emphasize the need to separate the people involved from the problem at hand. This resonates with me on a personal level as it highlights the importance of maintaining respectful and constructive communication in any negotiation. In my professional life, particularly when managing cross-functional teams, this approach has been valuable in defusing tensions and fostering collaborative problem-solving, ultimately leading to more productive working relationships.

Chapter 3 – Focus on Interests, Not Positions

Chapter 3 further delves into the concept of focusing on interests, not positions, as a key to successful negotiation. It stresses the value of active listening and empathy to uncover the fundamental concerns and needs of both parties. Personally, this chapter has encouraged me to approach conflicts with an open mind, seeking to understand the motivations behind others’ stances. In my professional line of work, which involves client interactions and contract negotiations, this approach has been instrumental in building stronger client relationships and achieving win-win outcomes.

Chapter 4 – Invent Options for Mutual Gain

In this chapter, Fisher and Ury introduce the idea of inventing options for mutual gain. They argue that by brainstorming creative solutions, negotiators can expand the pie and find innovative ways to satisfy both parties’ interests. This notion has resonated with me personally, as it highlights the importance of thinking outside the box and exploring unconventional solutions. In my professional role in marketing, this approach has enabled me to develop more appealing and mutually beneficial partnerships and collaborations.

Chapter 5 – Insist on Using Objective Criteria

Chapter 5 emphasizes the value of objective criteria and standards as a basis for negotiation. The authors argue that relying on fair and impartial standards helps in achieving fairness and credibility in negotiations. Personally, this chapter has underscored the importance of using data and benchmarks to support my arguments and decisions, both in personal matters and professional scenarios. In my work, particularly in financial analysis, this approach ensures transparency and objectivity in decision-making processes.


“Getting to Yes” by Roger Fisher and William Ury is an exceptional guide to negotiation that offers practical strategies applicable in various facets of life. The emphasis on interests over positions, maintaining respectful communication, and seeking creative solutions has profoundly influenced my approach to negotiation, both personally and professionally. The book’s principles have not only enhanced my conflict resolution skills but also contributed to more productive relationships and better outcomes in various situations. I highly recommend this book to anyone looking to improve their negotiation skills and create value in their interactions.


Fisher, R., & Ury, W. (1981). Getting to Yes: Negotiating Agreement Without Giving In. Houghton Mifflin.


  1. What is the book “Getting to Yes” about, and who are the authors behind it?
    • Get an overview of the book’s content and learn about the authors, Roger Fisher and William Ury.
  2. How does the concept of focusing on interests over positions relate to real-life negotiation situations?
    • Explore the central idea of the book, which emphasizes understanding underlying interests in negotiations, and see how it applies to everyday life.
  3. What are some practical examples of separating people from the problem, as discussed in the book’s second chapter?
    • Understand the importance of addressing both substantive issues and interpersonal relationships in negotiations, with real-world examples.
  4. What role do objective criteria and standards play in negotiation, and how can they be applied professionally?
    • Discover the significance of objective criteria in negotiations and how they can be utilized in professional decision-making.
  5. In what ways can the principles from “Getting to Yes” be adapted and applied to different professional fields, such as project management or marketing?
    • Explore how the book’s principles can be integrated into various professional roles and industries to enhance negotiation skills and outcomes.



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