Getting to Yes
Negotiating Agreement Without Giving In
Negotiate on the merits by focusing on interests, not positions.
Fisher and Ury introduce principled negotiation, a method developed at the Harvard Negotiation Project. They urge negotiators to separate people from the problem, focus on interests rather than positions, invent options for mutual gain, and use objective criteria. The book is the foundational text on win-win, interest-based negotiation.
Most founder negotiations are repeated relationships where scorched-earth tactics backfire. This classic teaches a framework for reaching durable, mutually beneficial agreements, which protects long-term relationships with investors, partners, and co-founders.
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What is Getting to Yes about?
Most founder negotiations are repeated relationships where scorched-earth tactics backfire. This classic teaches a framework for reaching durable, mutually beneficial agreements, which protects long-term relationships with investors, partners, and co-founders.
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