BOOK TRANSLATION PROGRAM

U.S. EMBASSY

Book title: Getting To Yes

Author: Roger Fisher, William Ury and Bruce Patton

Publisher: Penguin Books

Year: 1983, 1991 and 2012

Copyright Holder: Houghton Mifflin Harcourt

“Getting to Yes” is а very useful and detailed guide for studying strategy and tactics of negotiation, which is considered a leading resource by the leading academic and business institutes. The book combines the theory, application and examples, which were gathered within the Harvard Negotiation Project. In this book the authors develop a new, by now legendary, approach for getting mutually acceptable agreements in every sort of conflict. The book centers around the concepts, which by now have become the basic paradigm for the negotiators from all over the world:

• To separate the people from the problem
• To focus on interests, not positions
• To invent options for mutual gain
• To insist on using objective criteria

Despite the fact that the book was first published in 1991, it remains one of the most used textbooks in the study of negotiations. If we check the book in the open syllabus database, we will discover that it has a score of 84.3 out of 100 in all OECD countries.

Grant holder: Caucasus University (CU) – Georgia