11 Priceless Quotes from Getting to Yes

The book, ‘Getting to Yes’ was originally published in 1981 and has sold more than one million copies worldwide. Focused on settling disputes and negotiating agreements, this book goes over the vital strategies you need to know in order to be successful in business dealings. With many real life scenarios to connect with, here is a look at some of the most memorable quotes from ‘Getting to Yes.’

“An open mind is not an empty one.”

“Any method of negotiation may be fairly judged by three criteria: It should produce a wise agreement if agreement is possible. It should be efficient. And it should improve or at least not damage the relationship between the parties.”

“As useful as looking for objective reality can be, it is ultimately the reality as each side sees it that constitutes the problem in a negotiation and opens the way to a solution.”

“In a mental hospital, we do not want psychotic doctors.”

“Judgment hinders imagination.”


“People listen better if they feel that you have understood them. They tend to think that those who understand them are intelligent and sympathetic people whose own opinions may be worth listening to. So if you want the other side to appreciate your interests, begin by demonstrating that you appreciate theirs.”

“Systematic tools for getting results, whether in business or international diplomacy, summed up in Beyond Machiavelli and Getting It DONE.”

“THE METHOD 2. Separate the People from the Problem 3. Focus on Interests, Not Positions 4. Invent Options for Mutual Gain 5. Insist on Using Objective Criteria.”

“The more attention that is paid to positions, the less attention is devoted to meeting the underlying concerns of the parties.”

“The more extreme the opening positions and the smaller the concessions, the more time and effort it will take to discover whether or not agreement is possible.”

“The more you clarify your position and defend it against attack, the more committed you become to it.”

Wiliam Ury takes some time to discuss the bestseller ‘Getting to Yes’ at this Google Talk in Cambridge, MA. With years of experience in negotiation, Ury has spent his career teaching tens of thousands of people how to create satisfying relationships and build successful agreements.

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