Getting-to-Yes---Negotiating-an-agreement-without-

1GettingtoYESNegotiatinganagreementwithoutgivinginRogerFisherandWilliamUryWithBrucePatton,EditorSecondeditionbyFisher,UryandPattonRANDOMHOUSEBUSINESSBOOKS2GETTINGTOYESTheauthorsofthisbookhavebeenworkingtogethersince1977.RogerFisherteachesnegotiationatHarvardLawSchool,whereheisWillistonProfessorofLawandDirectoroftheHarvardNegotiationProject.RaisedinIllinois,heservedinWorldWarIIwiththeU.S.ArmyAirForce,inPariswiththeMarshallPlan,andinWashington,D.C.,withtheDepartmentofJustice.HehasalsopracticedlawinWashingtonandservedasaconsultanttotheDepartmentofDefense.Hewastheoriginatorandexecutiveeditoroftheaward-winningseriesTheAdvocates.Heconsultswidelywithgovernments,corporations,andindividualsthroughConflictManagement,Inc.,andtheConflictManagementGroup.WilliamUry,consultant,writer,andlectureronnegotiationandmediation,isDirectoroftheNegotiationNetworkatHarvardUniversityandAssociateDirectoroftheHarvardNegotiationProject.HehasservedasaconsultantandthirdpartyindisputesrangingfromthePalestinian-IsraeliconflicttoU.S.-Sovietarmscontroltointracorporateconflictstolabor-managementconflictataKentuckycoalmine.Currently,heisworkingonethnicconflictintheSovietUnionandonteacher-contractnegotiationsinalargeurbansetting.EducatedinSwitzerland,hehasdegreesfromYaleinLinguisticsandHarvardinanthropology.BrucePatton,DeputyDirectoroftheHarvardNegotiationProject,istheThaddeusR.BealLectureronLawatHarvardLawSchool,whereheteachesnegotiation.Alawyer,heteachesnegotiationtodiplomatsandcorporateexecutivesaroundtheworldandworksasanegotiationconsultantandmediatorininternational,corporate,labor-management,andfamilysettings.AssociatedwiththeConflictManagementorganizations,whichhecofoundedin1984,hehasbothgraduateandundergraduatedegreesfromHarvard.BooksbyRogerFisherInternationalConflictandBehavioralScience:TheCraigvillePapers(editorandco-author,1964)InternationalConflictforBeginners(1969)DearIsraelis,DearArabs:AWorkingApproachtoPeace(1972)InternationalCrisesandtheRoleofLaw:PointsofChoice(1978)InternationalMediation:AWorkingGuide;IdeasforthePractitioner(withWilliamUry,1978)ImprovingCompliancewithInternationalLaw(1981)GettingTogether:BuildingRelationshipsAsWeNegotiate(1988)BooksbyWilliamUryBeyondtheHotline:HowCrisisControlCanPreventNuclearWar(1985)WindowsofOpportunity:FromColdWartoPeacefulCompetitioninU.S.-SovietRelations(editedwithGrahamT.AllisonandBruceJ.Allyn,1989)GettingDisputesResolved:DesigningSystemstoCuttheCostsofConflict(withJeanneM.BrettandStephenB.Goldberg,1988)GettingPastNo:NegotiatingwithDifficultPeople(1991)3ContentsAcknowledgments..................................................................................................................................................4PrefacetotheSecondEdition...............................................................................................................................5Introduction...........................................................................................................................................................6ITHEPROBLEM.......................................................................................................................................................71.DON'TBARGAINOVERPOSITIONS..........................................................................................................................7IITHEMETHOD.....................................................................................................................................................132.SEPARATETHEPEOPLEFROMTHEPROBLEM........................................................................................................133.FOCUSONINTERESTS,NOTPOSITIONS.................................................................................................................234.INVENTOPTIONSFORMUTUALGAIN...................................................................................................................315.INSISTONUSINGOBJECTIVECRITERIA................................................................................................................42IIIYES,BUT.............................................................................................................................................................496.WHATIFTHEYAREMOREPOWERFUL?..............................................................................................................507.WHATIFTHEYWON'TPLAY?..............................................................................................................................548.WHATIFTHEYUSEDIRTYTRICKS?....................................................................................................................64IVINCONCLUSION...............................................................................................................................................71VTENQUESTIONSPEOPLEASK.......................................................................................................................72ABOUTGETTINGTOYES....................