Getting to Yes | Fisher & Ury


Charlie Munger has recommended the book Getting to Yes when it comes to effective negotiation. When a negotiation is static in regards to what parties will accept, the one who plays hard wins over the one who plays softly. The authors propose to change the game and use a method they call “principled negotiation on the merits”; (1) separate the person from the problem, (2) focus on interest, not position, (3) invent multiple options by looking for win-win and (4) insist that the outcome be based on an objective standard.

A “Brief” on the book can be read here

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