and Bruce Patton Books
William Ury is a negotiation expert and co-founder of the same project, while Bruce Patton is a co-author and senior member of the Harvard Negotiation Project.
Known for: Getting to Yes: Negotiating Agreement Without Giving In
Books by and Bruce Patton
Getting to Yes: Negotiating Agreement Without Giving In
Getting to Yes is a foundational work on negotiation that introduces the concept of principled negotiation, focusing on interests rather than positions. The authors present a method for reaching mutually beneficial agreements in personal and professional conflicts by separating people from the problem, focusing on underlying interests, generating options for mutual gain, and insisting on objective criteria.
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From Positional Bargaining to Principled Negotiation
When we first began studying negotiation at Harvard, we noticed a recurring pattern. People treated negotiation as a contest of wills. Each side took up a position, argued for it, made threats or concessions, and hoped that the other side would eventually give in. This is what we call positional bar...
From Getting to Yes: Negotiating Agreement Without Giving In
Separate the People from the Problem
Negotiation is not conducted in a vacuum. It is conducted by people, and people come with emotions, values, histories, and perceptions. When these human elements are entangled with the substantive problem at hand, the discussion derails. That is why the first principle of principled negotiation is t...
From Getting to Yes: Negotiating Agreement Without Giving In
About and Bruce Patton
William Ury is a negotiation expert and co-founder of the same project, while Bruce Patton is a co-author and senior member of the Harvard Negotiation Project.
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William Ury is a negotiation expert and co-founder of the same project, while Bruce Patton is a co-author and senior member of the Harvard Negotiation Project.
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