Getting to Yes

This book is a foundational text in negotiation courses and is frequently assigned reading in business schools, law schools, and conflict resolution programs worldwide.

The authors later published "Getting Past No: Negotiating with Difficult People," which builds upon the principles introduced in "Getting to Yes" by addressing more challenging negotiation scenarios.

It introduced the concept of "principled negotiation," advocating for separating the people from the problem and focusing on interests rather than positions, which was a significant shift from traditional bargaining approaches.