Roger Fisher

Roger Fisher

Roger Fisher (Roger D. Fisher) was born on May 28th, 1922. Roger passed away August 25th, 2012 at 90 years old. Roger Fisher was born in Winnetka, Illinois, USA.

Roger Fisher is an American author of professional-technical books, famously known for his 1981 book Getting to Yes.

He served as the Samuel Williston Professor of Law at Harvard Law School and as director of the Harvard Negotiation Project. He lives in Winnetka, Illinois and often appears on television as an expert in negotiation.

Fisher’s book Getting to Yes: Negotiating Agreement Without Giving In is a groundbreaking nonfiction first published in 1981. Later editions in 1991 and 2011 included Bruce Patton as a co-author. All the authors were part of the Harvard Negotiation Project, and their collaboration resulted in one of the most influential guides on effective negotiation ever written.

The book introduces a method called principled negotiation, which is a strategy that focuses on four main ideas: separating the people from the problem, focusing on interests rather than positions, creating options for mutual gain, and relying on objective criteria to guide decisions. This approach is about negotiating based on principles, not positions, and it's a key concept in the book.

This approach aims to replace confrontational bargaining with cooperative problem-solving. This approach allows all parties to walk away satisfied.

Fisher and Ury combine psychology and strategy to show how negotiators can identify which needs are flexible and which are non-negotiable. Their method helps avoid adversarial situations in which discussions turn into mere battles over numbers or positions. Instead, they encourage readers to look for shared interests and creative outcomes that benefit everyone.

The first chapter highlights the problems caused by positional bargaining, in which each side fights for a fixed point rather than exploring better options.

The second chapter begins by explaining the book’s core principles, urging negotiators to view the issue objectively and to separate emotions from the problem itself.

The third chapter emphasizes understanding the other person’s real motivations, rather than reacting only to what they say they want.

The fourth chapter introduces a structured framework for generating multiple solutions rather than focusing on a single number, such as a price or salary. It suggests considering many options, such as extra benefits, flexible schedules, or other trade-offs that make both sides feel heard.

The fifth chapter encourages negotiators to use objective standards, such as laws, policies, or precedents, to keep discussions fair and reasonable. This emphasis on fairness provides a sense of reassurance and confidence in the negotiation process.

The sixth chapter explains what to do when negotiations go wrong or when the other side refuses to act rationally. This is where the book introduces BATNA, which stands for Best Alternative to a Negotiated Agreement. Knowing one’s BATNA is crucial as it helps negotiators understand their options if an agreement cannot be reached. It's essentially the best course of action a party can take if the negotiation fails.

The seventh chapter explores how to handle tough opponents who refuse to compromise and introduces “negotiation jujitsu,” a method for deflecting aggression and keeping discussions productive. This strategy involves redirecting the energy of the opponent's aggression towards problem-solving, thereby maintaining a constructive negotiation environment.

The eighth and final chapter addresses those who use manipulation or unethical tactics, offering practical ways to stay calm, protect oneself, and restore fairness to the conversation.

Overall, Getting to Yes stands out for promoting collaboration and fairness rather than competition. It values human relationships and emotional intelligence as much as strategic thinking. The book's applicability not only to business negotiations but also to everyday interactions with partners, landlords, employers, and others makes the audience feel connected and engaged.

Fisher, Ury, and Patton provide readers with practical tools for solving conflicts while respecting all parties involved. This timeless guide continues to serve as a trusted reference for anyone seeking honest, constructive agreements.

Related Authors

Fans of Roger Fisher also enjoy these authors:

1. Stephen King, author of The Dark Tower Series.
2. Neal Stephenson, author of: Snow Crash.
3. Andy Weir, author of: Project Hail Mary.
4. J.K. Rowling, author of the Harry Potter Series.
5. J.R.R. Tolkien, author of The Lord of the Rings Series.

Roger Fisher: F.A.Q