Getting to Yes¶

Fisher, R., & Ury, W. (1981). Getting to Yes: Negotiating Agreement Without Giving In. Houghton Mifflin.

Type: Book
Intellectual base: Review or monograph
Year: 1981
Link: https://archive.org/details/gettingtoyesnego0000fish_z1w8
Cited from: economics, economics_finance, mathematics, military_strategic_studies, music_musicology, philosophy, statistics_experimental_design

Cited by¶

12 citations across 12 artifacts.

Each citation links to the sentence it supports in the citing article.

Primes¶

Bargaining Power
- The operative quantity is not wealth, size, or status but the gap between what each party receives under agreement and what it receives under its best available alternative to agreement; the side whose fallback sits closer to the deal can hold out longer and therefore claims more of the jointly created surplus.
  This sourceIntroduces the best alternative to a negotiated agreement (BATNA) and argues that relative negotiating strength depends primarily on how attractive not reaching agreement is to each side.
Bracketing
- Design research: "beginner's mind" disciplines hold in suspense the existing product and the preferred solution to attend to what users actually do. Legal procedure and negotiation: jury instructions to disregard inadmissible evidence; a negotiator bracketing a reservation price while exploring the counterparty's interests, releasing it only at a defined point.
  This sourceDevelops the practice of holding one's reservation point (BATNA) in reserve while exploring the counterparty's interests, releasing it only at a defined point.
Counterfactual Subtraction
- Negotiation and performance measurement: BATNA subtraction (deal value minus best alternative); alpha as portfolio return minus benchmark; education value-added as outcome minus predicted-from-baseline outcome.
  This sourceIntroduces BATNA (Best Alternative To a Negotiated Agreement) as the baseline against which a deal's value is judged by subtraction.
Dissonance
- In negotiation and conflict, it is incompatible interests held in the same agreement frame, generating pressure toward concession, walk-away, or reframing.
  This sourceIncompatible positions in a shared agreement frame reframed (integrative bargaining) rather than resolved by concession.
Improvisation
- Teaching. The lesson plan is the backbone and the learning objective is the invariant, but which student to call on, which misconception to surface, which analogy to deploy are generated in real time against the observable state of the class. Negotiation and litigation. Negotiators deploy concessions, anchors, and reframings against the developing offer-counteroffer state within the backbone of the parties' fallback options; trial lawyers cross-examine by generating questions against the witness's just-given answers.
  This sourceNegotiation as deploying concessions, anchors, and reframings against a developing offer-counteroffer state within the backbone of the parties' fallback options (BATNA).
Maneuver
- And the fallback-as-position concept from negotiation transfers to project planning's minimum-viable-scope as the position one can always reach.
  This sourceIntroduces the BATNA (best alternative to a negotiated agreement); improving one's fallback repositions the negotiation to make the same demand more defensible.
Minimax Strategy
- In negotiation and litigation, a party's best alternative to a negotiated agreement is a minimax value, the floor it can guarantee outside the deal.
  This sourceIntroduces BATNA (best alternative to a negotiated agreement) — the guaranteed floor / minimax value a party can secure outside the deal.
Non-Zero-Sum Game
- In negotiation and conflict resolution, the central craft move is to convert perceived zero-sum disputes into non-zero-sum ones by expanding the set of issues, surfacing differing weightings, or restructuring the interaction.
  This sourceThe craft of converting perceived zero-sum disputes into non-zero-sum ones by expanding the issue set and surfacing differing valuations.
Positional Advantage
- In negotiation it is the structural setup and the fallback position: a strong walk-away alternative (a good BATNA) is a high-value position from which the identical demand becomes far more defensible, independent of insistence or concession.
  This sourceIntroduces BATNA (best alternative to a negotiated agreement) as the positional asset from which a demand becomes defensible.
Zero Sum Game
- Distributive-versus-integrative bargaining into conflict resolution: the negotiation-theory diagnostic transferred into mediation, peacebuilding, and labour relations, with the consistent finding that perceived zero-sumness blocks available positive-sum settlements, so the intervention — test for joint moves before haggling over the split — ports intact.
  This sourceStandard reference on integrative negotiation: test for joint-gain moves before treating a negotiation as a fixed-pie distributive split; transfers to mediation and conflict resolution.

Mechanisms¶

Stop-Point Preference Model
- The walk-away term is essentially the counterparty's BATNA: its best alternative to a negotiated agreement
  This sourceDefines BATNA as the best alternative to agreement and uses it as the floor against which proposed settlements are evaluated.
Zero-Sum Framing Challenge
- It reframes "who wins?" into "is this even the right kind of game?"
  This sourceA framing challenge is the check that decides which of the two a situation actually calls for.

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