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2 editions on Cue Bookstore

Roger Fisher

Roger Fisher, a Harvard Law professor and co-founder of the Harvard Negotiation Project, distilled years of close work and research into a practical, universally applicable method for resolving disputes.

2
editions on Cue Bookstore
Readings on Cue Bookstore

Readings listed below

Cover of Getting to Yes: Negotiating Agreement Without Giving In
Free edition

Getting to Yes: Negotiating Agreement Without Giving In

This episode delves into the transformative principles of effective negotiation, moving beyond the traditional win-lose paradigm. We explore how to navigate disagreements by separating the people from the problem, understanding that emotions and perceptions, while real, should not dictate outcomes. Discover the power of uncovering underlying interests—the 'why' behind stated positions—to unlock creative solutions that satisfy deeper needs. We then examine techniques for 'expanding the pie,' generating a wide array of options to create maximum value before making decisions. This isn't about tactical maneuvering; it's about fostering mutual understanding, building stronger relationships, and achieving agreements that are wise, efficient, and lasting. Learn to approach every negotiation as an opportunity for collaborative problem-solving and shared accomplishment.

22 minOpen edition
Cover of Getting to Yes
Cue membership

Getting to Yes

We often enter negotiations as if stepping onto a battlefield, convinced that every gain for us must mean a loss for the other side. We prepare our demands, anticipate their counter-arguments, and sometimes, in the heat of the moment, we sacrifice a relationship for what feels like a win. But this adversarial mindset often leaves both parties feeling depleted, or worse, with an agreement that quickly unravels. This episode unpacks a different path: principled negotiation. It’s a method that shifts the focus from rigid positions to underlying interests, from personal attacks to objective criteria. It’s about recognizing that the person across the table isn't the problem, and that true success lies in inventing solutions that serve everyone's deeper needs. It’s the quiet realization that you’re not trying to defeat an opponent, but to solve a shared problem.

21 minOpen edition
Biography

Roger Fisher, a Harvard Law professor and co-founder of the Harvard Negotiation Project, distilled years of close work and research into a practical, universally applicable method for resolving disputes.