Document Type
Review
Publication Date
1984
Abstract
Getting to YES is a puzzling book. On the one hand it offers a forceful and persuasive criticism of much traditional negotiating behavior. It suggests a variety of negotiating techniques that are both clever and likely to facilitate effective negotiation. On the other hand, the authors seem to deny the existence of a significant part of the negotiation process, and to oversimplify or explain away many of the most troublesome problems inherent in the art and practice of negotiation. The book is frequently naive, occasionally self-righteous, but often helpful.
Recommended Citation
White, James J. "The Pros and Cons of Getting to YES." Review of Getting to YES, by R. Fisher and W. Ury. J. Legal Educ. 34 (1984): 115-24.