Getting to Yes

Everything in life is a negotiation. This updated edition of the bestselling classic offers well-researched advice to businesspeople hoping to increase sales and resolve conflicts. Narrator Murphy Guyer's leisurely pace and clear delivery make the material especially accessible. Additional readers dramatize problems, adding a sense of reality missing from many business manuals. The book, based on research from the Harvard Negotiation Project, offers a unique approach to conflict resolution as the authors explain how to separate problems from personal agendas, how to "increase the size of the pie" rather than making the slices smaller, and how to take the "charge" out of polarized positions. R.O. (c) AudioFile 2006, Portland, Maine

The authors are principals at a Harvard-based program that studies and teaches negotiation. In this unabridged recording of their 1991 book, they explain the important differences between adversarial negotiating and negotiating within a framework of abstract principles. The source book was the first on negotiating that unpacked the schemas and strategies that drive various types of negotiation. It made sense in print and does so even more as an instructional audio. In terms of effectiveness, it puts to shame the audios of negotiating experts who are entertaining but who don't have the intellectual understanding of these scholars. An essential resource for any student of negotiating and a fine example of how good research and analytical thinking can be made into an appealing audio. T.W. (c) AudioFile 2004, Portland, Maine