Getting to Yes
Introduction + Context
Plot Summary
Detailed Summary & Analysis
Introduction Chapter 1 Chapter 2 Chapter 3 Chapter 4 Chapter 5 Chapter 6 Chapter 7 Chapter 8 In Conclusion
Themes
All Themes Effective Negotiation Negotiation as the Pursuit of Interests The Value of Working Relationships Power Imbalance Preparation and Flexibility
Quotes
Characters
All Characters Roger Fisher, William Ury, and Bruce Patton Frank Turnbull Mrs. Jones
Terms
All Terms Principled Negotiation Positional Bargaining Soft Negotiation Hard Negotiation Wise Agreement Saving Face BATNA Negotiation Jujitsu One-Text Procedure Camp David Accords Law of the Sea Conference Iranian Hostage Crisis
Symbols
All Symbols The Circle Chart
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Getting to Yes

by Roger Fisher, William L. Ury, and Bruce Patton
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Introduction Intro
Plot Summary Plot
Summary & Analysis
  • Introduction
  • Chapter 1
  • Chapter 2
  • Chapter 3
  • Chapter 4
  • Chapter 5
  • Chapter 6
  • Chapter 7
  • Chapter 8
  • In Conclusion
Themes
  • All Themes
  • Effective Negotiation Theme Icon
    Effective Negotiation
  • Negotiation as the Pursuit of Interests Theme Icon
    Negotiation as the Pursuit of Interests
  • The Value of Working Relationships Theme Icon
    The Value of Working Relationships
  • Power Imbalance Theme Icon
    Power Imbalance
  • Preparation and Flexibility Theme Icon
    Preparation and Flexibility
Quotes
Characters
  • All Characters
  • Roger Fisher, William Ury, and Bruce Patton
  • Frank Turnbull
  • Mrs. Jones
Terms
  • All Terms
  • Principled Negotiation
  • Positional Bargaining
  • Soft Negotiation
  • Hard Negotiation
  • Wise Agreement
  • Saving Face
  • BATNA
  • Negotiation Jujitsu
  • One-Text Procedure
  • Camp David Accords
  • Law of the Sea Conference
  • Iranian Hostage Crisis
Symbols
  • All Symbols
  • The Circle Chart Symbol Icon
    The Circle Chart
Theme Wheel Theme Viz
Download this Chart (PDF)
Download the Teacher Edition
Download this Chart (PDF)
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Iranian Hostage Crisis

Getting to Yes Symbols

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The Circle Chart

The Circle Chart

The brainstorming tool called the Circle Chart represents the authors’ broader view of how openminded, principled negotiations can generate creative solutions to diverse problems. The Circle Chart presents four steps in a clockwise circle…

read analysis of The Circle Chart

The Circle Chart Symbol Icon
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Iranian Hostage Crisis
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Iranian Hostage Crisis
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The Circle Chart
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The Circle Chart

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