PENGUIN BOOKS

Published by the Penguin Group

Penguin Group (USA) Inc., 375 Hudson Street, New York, New York 10014, U.S.A.

Penguin Group (Canada), 90 Eglinton Avenue East, Suite 700, Toronto,
Ontario, Canada M4P 2Y3 (a division of Pearson Penguin Canada Inc.)

Penguin Books Ltd, 80 Strand, London WC2R 0RL, England

Penguin Ireland, 25 St Stephen’s Green, Dublin 2, Ireland (a division of Penguin Books Ltd)

Penguin Group (Australia), 250 Camberwell Road, Camberwell,
Victoria 3124, Australia (a division of Pearson Australia Group Pty Ltd)

Penguin Books India Pvt Ltd, 11 Community Centre, Panchsheel Park, New Delhi – 110 017, India

Penguin Group (NZ), 67 Apollo Drive, Rosedale, Auckland 0632,
New Zealand (a division of Pearson New Zealand Ltd)

Penguin Books (South Africa) (Pty) Ltd, 24 Sturdee Avenue,
Rosebank, Johannesburg 2196, South Africa

Penguin Books Ltd, Registered Offices:

80 Strand, London WC2R 0RL, England

First published in the United States of America by Houghton Mifflin Company 1981

Published in Penguin Books 1983

Second edition published 1991

This third edition published 2011

1 3 5 7 9 10 8 6 4 2

Copyright © Roger Fisher and William Ury, 1981, 1991

Copyright © Roger Fisher, William Ury, and Bruce Patton, 2011

All rights reserved

Research at Harvard University is undertaken with the expectation of publication. In such publication the authors alone are responsible for statements of fact, opinions, recommendations, and conclusions expressed. Publication in no way implies approval or endorsement by Harvard University, any of its faculties, or by the President and Fellows of Harvard College.

LIBRARY OF CONGRESS CATALOGING-IN-PUBLICATION DATA

Fisher, Roger, 1922–

Getting to yes : negotiating agreement without giving in / by Roger Fisher, William Ury,
and Bruce Patton. — 3rd ed.

p. cm.

ISBN: 9781101539545

1. Negotiation. I. Ury, William. II. Patton, Bruce. III. Title.

BF637.N4F57 2011

158'.5—dc22 2011006319

Except in the United States of America, this book is sold subject to the condition that it shall not, by way of trade or otherwise, be lent, resold, hired out, or otherwise circulated without the publisher’s prior consent in any form of binding or cover other than that in which it is published and without a similar condition including this condition being imposed on the subsequent purchaser.

The scanning, uploading, and distribution of this book via the Internet or via any other means without the permission of the publisher is illegal and punishable by law. Please purchase only authorized electronic editions, and do not participate in or encourage electronic piracy of copyrighted materials. Your support of the author’s rights is appreciated.

btb_ppg_140179035_c0_r3 LZzX+xk52Y0cT+OJB7VIXIfvdKE43gcc8ndKcyzNFQIt8FLezPccdhBSV7Tc3ExO