Getting to Yes: 8 key ideas
The core ideas of Getting to Yes, each in under a minute, written in our own words. Want the full depth? Get the book.
- IDEA 1 OF 8
Negotiate on merits, not positions
Fisher, Ury and Patton, from the Harvard Negotiation Project, argue that people often bargain over positions, each side insisting on a demand.
They propose principled negotiation, which focuses on the merits of the issue to reach wise agreements.
- IDEA 2 OF 8
Separate people from the problem
The authors suggest treating relationships and substance separately.
Be soft on people and hard on the problem. When people feel personally attacked, they defend themselves and stop thinking about solutions. Treating the person with respect while working hard on the problem keeps the talk useful.
- IDEA 3 OF 8
Look behind positions to interests
The authors argue that positions are what people say they want, while interests are why they want it.
Focusing on interests reveals solutions. For example, two people fighting over one orange may want different parts of it.
- IDEA 4 OF 8
Create options for mutual gain
The authors suggest brainstorming many options before deciding.
Creative options can satisfy both sides. People often grab the first answer, so they miss better ones. Once ideas are not judged right away, the group can find a deal that gives each side more.
- IDEA 5 OF 8
Use fair standards
The authors recommend using objective criteria, such as market value or expert opinion, to decide.
This reduces power struggles. When both sides agree on a fair test first, the deal feels less like one person winning over the other.
- IDEA 6 OF 8
Know your alternative
The authors describe BATNA, your best alternative to a negotiated agreement.
Knowing it protects you from bad deals. If your alternative is strong, you can walk away calmly from a poor offer. If it is weak, you may accept too little out of fear.
- IDEA 7 OF 8
Avoid positional bargaining
The authors argue that positional bargaining wastes time and harms relationships.
Principled negotiation is better. When each side holds firmly to its position, talks turn into a test of will. Both sides may even leave with a worse deal than they could have reached.
- IDEA 8 OF 8
Redirect attacks
When the other side attacks, the authors suggest negotiation jujitsu: not attacking back but redirecting to the problem.
This keeps talks productive. Instead of defending yourself, you invite them to explain their concerns and criticise your ideas.
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