Getting to Yes

The Problem with Haggling

Discover why the standard way people negotiate — arguing over positions — produces bad outcomes, damaged relationships, and leaves value on the table.

Separate the People from the Problem

Learn why treating the people and the problem as one is the most common mistake in negotiation — and how to address both without sacrificing either.

Focus on Interests, Not Positions

Understand the difference between what someone asks for and what they actually need — and why that distinction unlocks agreements that seemed impossible.

Invent Options for Mutual Gain

Learn how to expand the possibilities in any negotiation so that both sides can win more than they thought possible when they walked in.

Insist on Objective Criteria

Discover how to settle disputes not by who is more stubborn, but by reference to fair standards that neither side invented — making agreement far easier to reach.

Know Your BATNA

Learn about the single most powerful concept in negotiation: your Best Alternative to a Negotiated Agreement — and how it determines your real leverage.

Negotiating Every Day

Apply the four principles of principled negotiation to real situations in your life — from school and work to family and community.