Getting to Yes: Negotiating Agreement Without Giving In

The Founder of Inspire Leadership & focuses on unlocking people’s potential by providing them with programs; mentorship and coaching into high performance

By:- Roger Fisher, William L. Ury, Bruce Patton

Getting to Yes - Negotiating an agreement without giving in is a book covering how we can be effective in a non-confrontational negotiation. In most cases, we believe that negotiations need to be confrontational and the best option for one in any negotiation is to take a position and budge as little from it as possible. This unfortunately is misguided and it is what the book is trying to help us to avoid. The foremost principle of "Getting to Yes" is to base negotiations not on position but on interests. Even something as simple as deciding the amount of rent an apartment is worth involves interests that can help negotiations if mentioned. The landlord hopes the prospective tenant is quiet while the tenant hopes that the landlord will maintain the premises. Each party's total interests should weigh in the balance when negotiating the lease.

This book helps in understating the counterparty to the negotiating process as well as helping us to clarify our interests. There is need for us to understand our counterparty's interests and put ourselves in their place. The idea is not to sympathize with the other party and be more open to giving in, but rather to be able to make more effective offers.

What I like most from the book is that it provides some phrases that we will need to help us to avoid or defuse tense situations. The authors recommend that it is important to practice them in front of a mirror before the negotiations. If you are planning to negotiate with your landlord, negotiate for a salary increment, business deal etc, make sure you are proficient with the following phrases and how to use them: 

  • Please correct me if I'm wrong but...
  • Could I ask you a few questions to see if my facts are right?
  • Let me see if I understand what you are saying... 
  • I appreciate what you've done for us...
  • My concern is fairness…
  • Trust is a separate issue. (When asked "Don't you trust us?")
  • What is the principle behind your action/decision?
  • We'd like to settle this on the basis of independent standards.

Clearly practicing the negotiation beforehand will be a key ingredient to getting to yes without giving in.

Other key suggestions and what forms the principles of negotiations from the book includes the advice not to;

  • Bargain over positions
  • To separate the people from the problem
  • To insist on an objective criterion
  • And what considerations are there if there is no deal

Get Updates Daily

Get Daily Motivation

Subscribe to My Channel


Become a Follower

Client's Testimonials

"Working as a trainee in the Danish International Investment Funds, I had the pleasure to work with Edward Mungai. Edward is respected for his dedication to his work and often stay after hours to complete his tasks ahead of time."

Mathias Gredal Nørvig

""Edward is a charismatic expert speaker and a thought-leader on addressing climate change.""

Asher Lessels
Task Manager at UN Environment

"Edward is very forward thinking. He is a great person with a big heart who strives to conserve the environment. Edward is passionate about educating and informing people about climate action relating to renewable energy, environmental conservation, corporate reporting standards, sustainability, etc. Kenya will greatly benefit from your skills."

Samuel Muchangi

"Edward is a very tough, visionary leader who brings out the best in those he works with as well as those he mentors."

Nyawira Gitaka
Blog for Development 2017 finalist, World Bank Group

"Edward, thank you for preparing such an engaging and relatable presentation. You’re very comfortable in front of an audience, good on your feet, and knowledgeable. Your talents really shined! I’m sure that the audience was wowed and that new clients will roll in. Looking forward to many more collaborative interactions! "

Paul Acher
CEO Jade Communications

""Edward captured the attention of everyone in the room. His energy and absolute conviction in what he was sharing made everyone take notice. There were copious notes being taken throughout his talk! Ed challenged me to think bigger about what I am capable of accomplishing. He inspired me to reach for greatness and not settle for mediocrity. We can hardly wait to have him back sometime in the future!" "

Pius Nganga
CEO Capital Strategies Limited

"I had the absolute pleasure of recommending and contracting Edward to present to our congregation. Edward was punctual, easy to communicate with and his amazing energy resulted in the following responses from the congregation: Over 90% rated Edward and his presentation as 'Absolutely Fantastic', with the remaining rating him as 'Great'. When asked about what key learnings the congregation had taken from the conference, the following referred to Edward: • How important a positive attitude to life is important & not to let other people's negativity impact on you • Ignoring the naysayers • The need for work, life balance • Be thankful for your health and look after yourself • Surround yourself with people that make you happy and positive • Spirituality is key to success and how to relate with your networks • The importance of making a real difference in our life I would have no hesitation in recommending or contracting Edward for future events and I can't wait to work with him again. "

Rev. Dr. Johnson Kĩriakũ wa Kĩnyua, PhD
Senior Paster, Church of Amazing Grace International (C.A.G.I)

"Thank you for delivering a powerful message to our CEO Apprenticeship Programme Thought Leadership Session. The leaders had nothing but positive comments about your presentation, and left feeling ready to take action, and ‘owning’ that engagement starts with them. Your message was practical and logical, yet highly engaging. You delivered it in a way that the audience could easily connect and relate to you. Our event couldn’t have been a success without you!” "

Stephen Mukasa
Country Director, Uganda, Strathmore University Business School

"Edward message is entertaining, high energy, engaging, motivational, thought provoking, and behavior changing. His powerful message is delivered with humor but sprinkled with real life example as well as some science. His presentation will be a highlight of any meeting. People will be talking about his message for years to come."

Jennifer Githinji
CEO, Africa instore

Our Clients


50% Complete

Two Step

Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed do eiusmod tempor incididunt ut labore et dolore magna aliqua.