Key takeaways From Getting to Yes by Roger Fisher and William Ury

Whether you’re a business professional, a student, or simply looking to enhance your communication skills, “Getting to Yes” is an invaluable resource that will transform the way you approach and navigate all types of negotiations.

Key takeaways From Getting to Yes by Roger Fisher and William Ury

Negotiation is the process of reaching a mutual agreement in a conflict where both the parties involved are fairly treated. However, the negotiation is expected to run smoothly only sometimes. 

It is much needed to practise negotiating effectively and improving your communications to resolve disputes and arrive at a win-win solution. 

Find here the key takeaways from the book that will help you lead the negotiation efficiently. 

Separate the People from the Problem:

  • Don’t let personal feelings get in the way.
  • Focus on solving the problem together, not attacking each other.
  • Mutual agreement is vital for any win-win situation. 

Focus on Interests, Not Positions:

  • Understand the underlying reasons why people want what they want.
  • Look beyond the specific demands to find common ground to agree upon. 

Getting to Yes Negotiating Agreement Without Giving In
Getting to Yes
Roger Fisher and William Ury Self Help 1981
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Invent Options for Mutual Gain:

  • Brainstorm a variety of possible solutions before deciding.
  • Look for ways to create win-win scenarios where everyone benefits.

Insist on Using Objective Criteria:

  • Base agreements on fair standards like market value or expert opinions.
  • Avoid decisions based on who has more power or who can argue better. 
  • Do not sidetrack from the objective at any cost. 

Know Your BATNA (Best Alternative to a Negotiated Agreement):

  • Always have a backup plan in case the negotiation doesn’t work out.
  • Knowing your alternatives gives you leverage and helps you avoid bad deals with the other parties.
  • Consolidate all the possible options from both the parties. 

Separate Inventing from Deciding:

  • During brainstorming sessions for solutions, focus solely on generating ideas without evaluating them at the start.
  • This prevents premature judgements.

Be prepared to walk away:

  • If you are not willing to walk away from a negotiation, you will not be able to get the best possible deal.
  • Let the other party know that the agreement on the table needs to be better. 


  • Negotiation takes time. Wait to reach an agreement overnight.
  • Don’t rush the decision-making process. 

Open to compromise:

  • No one gets everything they want in a negotiation. 
  • Be willing to compromise to reach an agreement that works for everyone.

Be persistent:

  • Don’t give up on a negotiation just because it gets tough. Keep trying, and you will eventually reach an agreement.
  • Reaching a win-win solution is time-consuming. Explore all the possibilities before letting the negotiation go. 

Deal with Emotions:

  • Acknowledge and address both your own emotions and those of the other party.
  • Use active listening and empathy to understand emotional undercurrents and defuse tension.
  • It’s a lot easier to connect with the other party when they feel validated. 

Communicate Clearly and Effectively:

  • Use precise and straightforward language to avoid misunderstandings.
  • Ensure that both parties understand each other’s viewpoints and proposals.

Build a Working Relationship:

  • Establish trust and rapport with the other party to facilitate a smoother relationship. 
  • A good relationship can help overcome obstacles and create a more collaborative environment. 

In conclusion, the book teaches us that successful negotiation is about finding mutually beneficial solutions through collaboration and understanding. Negotiation is not about getting an upper hand in any conflict. It is about mutually finding a solution that sits well with both the parties. 

These insights will prepare you for better negotiation strategies. With the Wizdom app, you can access bite-sized book summaries and podcasts, making learning more fun and convenient than ever before. Whether you prefer reading or listening, Wizdom has over 1500+ book summaries and podcasts to help you grow every day. The Wizdom app is available for both iOS and Android, so you can access it no matter what device you use. Download the app now and start your journey towards becoming a negotiation pro!




Often found roaming between the realms of intellect and imagination, Aishwarya is currently practising her third year of Computer Science Engineering. She shares a special penchant towards writing which gives her an ideal way of expressing her creativity in a lucid and insightful writing style. Beyond that she's a voracious reader, an amateur artist and has a knack for Astrophysics.

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