Roger Fisher and William Ury’s Getting to Yes remains one of the most influential negotiation books ever written. Published in 1981 out of the Harvard Program on Negotiation, it introduced the world to principled negotiation a framework built on four pillars: separate the people from the problem, focus on interests not positions, invent options for mutual gain, and insist on objective criteria.
Decades later, these ideas still hold up. And for good reason. They shift negotiation away from adversarial positioning toward something more collaborative and durable. You can see their fingerprints all over the NQ® model, particularly in the keys to unlock fixed positions and unlock hidden value.
Where Getting to Yes opened the door, NQ® walks through it. Katia was a Harvard fellow when Fisher and Ury were still shaping the field. NegotiationWize carries that legacy forward and builds on it.
A foundational read. Not the final word, but an essential one.
