“Fisher-Ury`s `Getting to Yes`: A Game-Changing Guide to Negotiating Agreements Without Giving In”

In today`s world of business, negotiations are an essential component. Whether it`s a merger, acquisition, or partnership, the outcome of a negotiation can make or break a company. That`s why negotiation strategies are critical to achieving successful outcomes. One such strategy is the “Getting to Yes” method developed by Roger Fisher and William Ury.

The book “Getting to Yes: Negotiating Agreement Without Giving In” is a classic guide for successful negotiations. The method emphasizes creating a win-win outcome for both parties rather than entering into a zero-sum game where one party wins and the other loses. In this article, we`ll explore how Fisher-Ury`s “Getting to Yes” can help you negotiate agreements that benefit everyone involved.

Separating People from the Problem

The most important principle in Fisher-Ury`s “Getting to Yes” is separating the people from the problem. This means focusing on the issue at hand instead of personalities, which can derail negotiations. By focusing on the problem and not the people, you can avoid making the situation personal and work toward an objective resolution.

Focusing on Interests, Not Positions

Rather than getting bogged down in positions and demands, Fisher-Ury`s “Getting to Yes” method suggests focusing on interests. By understanding the underlying interests of both parties, you can find ways to create value and expand the pie, so both parties win. This approach encourages creative problem-solving, which can lead to solutions more beneficial than either party had imagined.

Creating Options for Mutual Gain

Once you`ve identified the interests of both parties, the next step is to generate options for mutual gain. Fisher-Ury`s “Getting to Yes” encourages brainstorming and exploring all possible options to create a solution that works for both parties. This method aims to find a solution that is better than either party`s best alternative to a negotiated agreement (BATNA).

Using Objective Criteria

Fisher-Ury`s “Getting to Yes” emphasizes using objective criteria to evaluate the proposed options. By using objective criteria, you can avoid getting bogged down in subjective opinions and feelings. This approach assures both parties that the agreed-upon solution is fair and impartial.


In summary, Fisher-Ury`s “Getting to Yes” is an invaluable tool for anyone involved in negotiations. By separating people from the problem, focusing on interests, creating options for mutual gain, and using objective criteria, parties can achieve negotiated agreements that benefit everyone. This method encourages parties to be creative and work collaboratively to find solutions that may not have been initially obvious. By adopting the “Getting to Yes” method, you can ensure that negotiations end in a win-win outcome, rather than one where either party loses.