Citation (IEEE): R. Fisher and W. Ury, Getting to Yes: Negotiating Agreement Without Giving In. Boston, MA, USA: Houghton Mifflin, 1981.
What it argues
From the Harvard Negotiation Project, a short book arguing against positional bargaining in favor of “principled negotiation” on the merits. The approach separates people from the problem, focuses on underlying interests rather than stated positions, generates options for mutual gain, and relies on objective criteria. It also introduces the idea of a best alternative to a negotiated agreement, which protects a negotiator and sets the point below which to walk away.