Résumé de Getting to Yes

Getting to Yes by Roger Fisher and William Ury, later joined by Bruce Patton, grew out of the Harvard Negotiation Project and remains the foundational text of interest-based negotiation. Its central method is principled negotiation, built on four prescriptions: separate the people from the problem, focus on interests rather than positions, invent options for mutual gain, and insist on objective criteria. The authors illustrate positional bargaining through the classic example of two sisters quarreling over an orange, each demanding the whole fruit, until someone asks why; one wants the peel for baking, the other the juice, so both needs can be met. They argue that positions obscure underlying interests, and that identifying shared and differing interests creates room for trades. The book's distinctive tools include the BATNA, or Best Alternative To a Negotiated Agreement, which defines the walk-away point that gives a negotiator power independent of the other side. Related concepts include the negotiator's reservation price, the ZOPA, or zone of possible agreement, and the tactic of negotiating the process before the substance. A chapter on what to do if the other side is more powerful introduces the one-text procedure and negotiation jujitsu, which redirects attacks toward the problem instead of counterattacking. Another section addresses difficult counterparts who use dirty tricks, recommending that you recognize the tactic, name it explicitly, and question its legitimacy rather than retaliate. The authors also urge focusing on interests behind emotions, acknowledging feelings openly, and building a working relationship apart from the dispute. Written in plain, example-driven prose, the 1981 book reframed negotiation as joint problem-solving rather than a contest of wills, influencing diplomacy, law, and business practice worldwide.