Getting to Yes

Michael Dearing

Roger Fisher and William Ury created the "Getting to Yes" framework to offer anyone a straightforward, universally applicable method for negotiating personal and professional matters. Whether you want to reach an agreement with a parent, child, neighbor, boss, colleague, customer, a business, a country, this approach can help. Based on the work of the Harvard Negotiation Project, Fisher and Ury's breakthrough techniques help you:
  • Separate people from the problem;
  • Focus on interests, not positions;
  • Work together to create options that will satisfy both parties;
  • Negotiate successfully with people who are more powerful, refuse to play by the rules, or resort to "dirty tricks."
This elective is only open to alums of General Management.