Getting to Yes

Resumen del libro

Roger Fisher (1922–2012) was an American professor at Harvard Law School. With his co-authors, he founded the Harvard Negotiation Project.

Negotiation is most effective when approached as a collaborative effort to find a sustainable solution, rather than a contest to win. This requires separating factual issues from interpersonal dynamics and maintaining a focus on rational, fact-based discussions. Emotional responses and personal attacks should be avoided, as they hinder progress and escalate conflicts. Recognizing that negotiations involve differing perceptions, values, and emotions is key to addressing underlying motivations and needs. Exploring interests on both sides, rather than rigid positions, often reveals creative solutions that satisfy everyone. Preparation is essential—understanding the other party’s goals, context, and constraints, while also establishing clear, objective criteria for decision-making, fosters trust and cooperation. Effective communication, active listening, and empathy further ensure that discussions remain constructive and solution-oriented. Ultimately, negotiation thrives on mutual understanding, fairness, and a willingness to adapt, but even the best strategies have limits when faced with non-negotiable circumstances or power imbalances.

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