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Getting Ready to Negotiate: The Getting to Yes Workbook Paperback – August 1, 1995

by Roger Fisher (Author), Danny Ertel (Author)
4.6 out of 5 stars 107 ratings
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Purchase options and add-ons

This companion volume to the negotiation classic Getting to Yes explores the negotiation process in depth and presents case studies, charts, and worksheets for blueprinting and personalized negotiating strategy.
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  1. Print length
    208 pages
  2. Language
    English
  3. Publisher
    Penguin Books
  4. Publication date
    August 1, 1995
  5. Dimensions
    0.5 x 7.5 x 9.2 inches
  6. ISBN-10
    0140235310
  7. ISBN-13
    978-0140235319
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Getting to Yes: Negotiating Agreement Without Giving In
Getting to Yes: Negotiating Agreement Without Giving In
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Editorial Reviews

From the Back Cover

Based on the philosophy and advice presented in Getting to Yes - be prepared, negotiate interests not positions, understand the other side's interests, and work together - this is the tool that will help each person design the negotiating strategy that is best for him or her in any given situation. Getting Ready to Negotiate presents case studies, charts, and forms for blueprinting a personalized negotiating strategy, one that is certain to make negotiating situations more productive and profitable.

About the Author

Roger Fisher is the Samuel Williston Professor of Law Emeritus, Director of the Harvard Negotiation Project, and the founder of two consulting organizations devoted to strategic advice and negotiation training.

Product details

  • Publisher ‏ : ‎ Penguin Books; 2nd Printing edition (August 1, 1995)
  • Language ‏ : ‎ English
  • Paperback ‏ : ‎ 208 pages
  • ISBN-10 ‏ : ‎ 0140235310
  • ISBN-13 ‏ : ‎ 978-0140235319
  • Item Weight ‏ : ‎ 12 ounces
  • Dimensions ‏ : ‎ 0.5 x 7.5 x 9.2 inches
  • Customer Reviews:
    4.6 out of 5 stars 107 ratings

About the author

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Roger Fisher

Roger Fisher

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Roger Fisher teaches negotiation at Harvard Law School. He frequently appears on television as a negotiations expert and is the director of the Harvard Negotiation Project.

Customer reviews

4.6 out of 5 stars
107 global ratings

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Customers say

Customers find the workbook practical, with one mentioning it provides many useful models to work with. They consider it well worth the investment.

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9 customers mention "Practicality"9 positive0 negative

Customers find the workbook practical, with one mentioning it provides many useful models to work with and another noting its clear examples.

"...The way the book allowed me to structure my thoughts, evaluate the other side's perspectives, and as a result engage with them more effectively,..." Read more

"...so some clients could see in on a project, There are many useful models to work with and it is certainly worth the price." Read more

"...The point is, though, these worksheets provide the thinking ahead that you need about your views and the potential views/reactions of your..." Read more

"Checklist Manifesto meets Getting to Yes. A great framework to ensure that any negotiator has covered the key points in the Getting to Yes framework." Read more

6 customers mention "Value for money"6 positive0 negative

Customers find the workbook well worth the investment and useful, with one customer noting it's great from a theoretical perspective.

"...to Yes", the book on which this workbook is based, are great from a theoretical perspective, but they often leave a little to be desired when it..." Read more

"...There are many useful models to work with and it is certainly worth the price." Read more

"...Seems like they are doing great work for those in need!" Read more

"Amazing book" Read more

Top reviews from the United States

  • Sandy Scott
    5.0 out of 5 stars Provides Process, Framework, and Structure
    Reviewed in the United States on November 7, 2009
    Verified Purchase
    Books like "Getting to Yes", the book on which this workbook is based, are great from a theoretical perspective, but they often leave a little to be desired when it comes to actually executing on the ideas and concepts they recommend. Unfortunately, many of them don't ever create a workbook like this that provides a process, framework, and structure to implement their ideas. "Getting Ready to Negotiate" is a great example of exactly what this kind of book has to do. I purchased the book for a particular negotiation I was preparing for and it was incredibly helpful. This, by the way, after having taken a lengthy negotiation course at business school. The way the book allowed me to structure my thoughts, evaluate the other side's perspectives, and as a result engage with them more effectively, allowed me to execute the negotiation patiently and effectively without offending the other side, nor losing any ground of my own. In the end, my negotiation led not only to better resolution, but helped the other side adjust their own policies which after my negotiation, they realized could be improved. Great book - if you buy it for just one interaction, it will be worthwhile.
    13 people found this helpful
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  • Toby’s Mum
    5.0 out of 5 stars Still a Great Negotiation Resource
    Reviewed in the United States on December 16, 2016
    Verified Purchase
    This book is as practical and useful as it was when it came out years ago. I recently bought this electronic copy so some clients could see in on a project, There are many useful models to work with and it is certainly worth the price.
    One person found this helpful
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  • Paul Murphy
    5.0 out of 5 stars A work book with work sheets
    Reviewed in the United States on May 29, 2023
    Verified Purchase
    This book requires you having read the book Getting to Yes. It doesn't matter what order you read them, but read them both.
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  • V. Lewis
    4.0 out of 5 stars From theory to practice
    Reviewed in the United States on May 1, 2009
    Verified Purchase
    Most of the negotiation books out there give theory and a few scenarios to make their points. This book represents the much-needed practical side of really preparing to negotiate. If you have gone through "Getting to Yes", this book is the logical next step. The forms are incredibly detailed and you can use your judgement about how deep you need to go. For a mega-merger, you'll be filling out all of these forms and more. Asking for a raise or more responsibility on your job, you might not go so deep. The point is, though, these worksheets provide the thinking ahead that you need about your views and the potential views/reactions of your negotiating partners. The examples in the book are clear and span a variety of situations. I encourage anyone who wants to move from theory to practice to buy this book and use the forms. You will think more clearly about the variable road ahead in your next negotiation.
    4 people found this helpful
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  • Lauren
    5.0 out of 5 stars Happy with outcome
    Reviewed in the United States on March 6, 2021
    Verified Purchase
    At first I received this book with pages torn out. The seller made it right by refunding my purchase and I bought I new copy. Seems like they are doing great work for those in need!
    Helpful
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  • SC
    3.0 out of 5 stars It's meh...
    Reviewed in the United States on August 2, 2017
    Verified Purchase
    After reading Getting to Yes, the templates in this book did not feel very helpful at all. A lot of this felt redundant and were common-sense adaptations of the one main chart that you are taught to use. My professor made us get it and (1) did not ask us to use it, and (2) didn't even recognize some of the charts when they were used. In fact, she gave people who used charts in this book "0's" for "poor formatting"...
    3 people found this helpful
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  • Conflict Pro
    5.0 out of 5 stars Ury is very useful.
    Reviewed in the United States on September 27, 2017
    Verified Purchase
    As usual anything from Roger Fisher or W. Ury is very useful.
    Helpful
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  • Brian D. Labatte
    5.0 out of 5 stars Checklist Manifesto meets Getting to YES
    Reviewed in the United States on October 7, 2013
    Verified Purchase
    Checklist Manifesto meets Getting to Yes. A great framework to ensure that any negotiator has covered the key points in the Getting to Yes framework.
    2 people found this helpful
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Top reviews from other countries

Translate all reviews to English
  • xm
    5.0 out of 5 stars Very useful practical guide to preparation for negotiation.
    Reviewed in the United Kingdom on August 17, 2013
    Verified Purchase
    Makes the ideas in Getting to yes more concrete and allows practical implementation.

    The two books are a good complement to each other.

    Xola
    Report
  • ぎゅうたろう
    4.0 out of 5 stars 良いです
    Reviewed in Japan on April 10, 2011
    Verified Purchase
    交渉マニア、交渉を深く勉強したい人で英語ができる方にはおすすめです。
    Report
  • Rishabh Jain
    5.0 out of 5 stars Practical Self help book
    Reviewed in India on May 10, 2018
    Verified Purchase
    This is a master pice, completely value for the money, A highly practical self help book
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  • Sandipkumar Patel
    5.0 out of 5 stars Good book
    Reviewed in Canada on May 20, 2021
    Verified Purchase
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